In a recent post I wrote about receiving pitches from sales people with only company and product centric information. The key focus of these messages is on the sales person’s company, their [...]

– or rather, when it is a problem that the sales process is undefined and reactive.

I frequently receive inquiries about my willingness to serve as a non-executive member on the board of directors of privately-owned companies, and I always decline. Just recently I declined again [...]

Recruiting and managing channel partners that really perform well is difficult (apparently also in Latin America). That’s why I wrote the book “Building Successful Partner [...]

– and how it hampers revenue acceleration in technology companies.

Who needs who most? A. Do you desperately need the client’s business now so that she can provide the money that will pay your commission enabling you to pay your bills? B. Does the client [...]

Wim Geukens is responsible for RealDolmen’s international distribution channel for IP based on Microsoft Dynamics CRM & Intelligent Customer Engagement. He is also completing his MBA at [...]