The exact same product can produce very different levels of value depending on how the customer applies the technology. Some of these differences may be associated with objective factors such as the customer’s industry, location and company size, but mostly they are only associated with the customer’s organisational capability to...

A surprisingly large number of senior (sales) executives do not read many books. If you only read two books this year The Sales Acceleration Formula should be one of them....

“Fantastic! I found this book helpful for restructuring our channel strategy in one business line and the creation of a new channel of indirect partners. I would highly recommend this to anyone looking to learn more about the indirect channel strategy.”...

I learned that if you want to be an entrepreneur then you have to come to terms with failure. Take the heat, face the brutal facts and get on with life. As long as people are not losing limbs and lives and you are not behaving unethically, then there...

Within the first 12 months, we had signed up resellers all over Europe as planned. Each reseller had invested in a starter kit including technical training and sales training and was selling to real customers. What could possibly go wrong?...

What made Dataco so incredibly successful? How could we launch a complete LAN/WAN product line and achieve global coverage in less than two years and reach a position to sell the entire company in just four years?...

What made Dataco so incredibly successful? How could we launch a complete LAN/WAN product line and achieve global coverage in less than two years and reach a position to sell the entire company in just four years?...

Paklenica is a mountainous area just north of Zadar along the Croatian coast. The place is well known to rock climbers around the world. To the rest of us, it doesn't mean anything until we get there. ...