Will C-level executives meet with sales people? The answer is yes, but it takes 240 pages to explain why that is the case and what a sales person can use this insight for. That’s 240 pages [...]

It is an unusually warm day in the month of May 2016 on the outskirts of Copenhagen, Denmark. Around 100 people are gathered in a refurbished factory cafeteria to hear Erik Damgaard present his [...]

A partner account manager is always a hybrid between a sales person and a management consultant. The ideal Partner Account Manager doesn’t need to know all the technical details of our products, [...]

The proposal is the very last stage of the sales process. It is the confirmation of what we have already agreed during our discussions with the client. If you make the proposal too early in the [...]

One of my readers recently asked me why I stress that our channel partners are not our customers. In this post I will explain why I make this distinction and why I believe it is crucial not to [...]

No matter how long you’ve been at your job, you can probably attest to some moments of inefficiency, creative blocks, and an overall lack of productivity. Your boss may stand by the belief that [...]