July 20, 2019

The Challenger Sales Model came to light of day in 2011, with the release of the book, “The Challenger Sale” by Matthew Dixon and Brent Adamson. 

Today, in mid-2018, it’s more relevant than ever. Especially if your channel partners apply an account-based selling strateg...

June 22, 2019

MONEYBALL changed baseball and now it's changing channel management.

Moneyball, the movie, was released in 2011, starring Brad Pitt as baseball manager Billy Beane. It’s based on a true and very interesting story: 

The year is 2001 and Billie Beane, the Oakland Athl...

December 13, 2016

A quick tour of the Internet will tell you that many companies use SPIFFs … or Special Performance Incentive Funds to drive sales.   A SPIFF is usually a contest or short-term incentive that utilizes an award to drive a behavior or goal.  The award can be either cash,...

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