A two sided perspective

Having worked for both vendors and distributors many of my customers ask me for my thoughts on vendor sponsored incentive programs with their distribution partners. IT industry vendors for years have used incentive programs to influence distribution sales staff...

Help our kids choose the right subjects at school and university         Many parents with teenage kids will attest that they all face or are about to face the daunting task of assisting their teenagers in choosing the right subjects at school or university, starting t...

Organisations often support their staff's professional development by sending their staff on courses or providing in-house training. A skills gap that affects individual performance is often overlooked, that is, the ability to effectively manage one’s time, 'Time management'. The eff...

When I ask this question the answer is often Marketing, Public Relations, Advertising and Social Media just to name a few.  Most business owners also state that building their brand is an expensive exercise.

It is true building a brand like 'Coke' will cost you a fortune and take a l...

I’m often asked by clients to evaluate their marketing efforts and often their benchmark is their competitors.  They will replicate their competitors advertising mediums both online and traditional and follow similar structures or formats with website, newsletter and other collateral...

As a business coach and frequent traveller, I have identified a phenomenon that hinders meeting productivity that is more common than not... I call it 'Just in Time Travel'.

I’m amazed how often business people fly interstate and expect to get to their first meeting by 9:00 am....

In last week’s blog we discussed why and how successful Trade Events and Australian sales training workshops need consistent focus and expertise

During my Sales Management training programs I often hear Managers lament that past trade events haven’t been successful and/or gener...

Successful trade events need focus and expertise

Very often clients are reluctant to invest in trade events as they have “been there, done that and the return on investment was not worth it.”

In all cases the post-mortem revealed that lack of proper planning was at the top of the li...

The importance of Sales and Marketing alignment – part 2

In last week’s blog we discussed how Channel Marketing Managers, driving a Channel Marketing Strategy, need to be specialists in many areas.

They not only need to produce marketing collateral to motivate and educate their dist...

The importance of Sales and Marketing alignment

The role of a Channel Marketing Manager is tough as they need to be experts in many areas.

Firstly, they need to able to produce material to motivate and educate their distributors that have different business models.

Secondly, they nee...