Sales Tactics
Randy Hendriks

Spin Selling Revisited

Neil Rackham published “SPIN Selling” in 1988 based on a major 12-year study focusing on how large sales were made. A key finding was that

Read More »
Sales Tactics
Randy Hendriks

Qualifying Great Channel Partners

There are many benefits to incorporating channel partners into your sales strategy. Mark Elliott in his article on channel sales strategy outlines a number of

Read More »