Sales and Customer Management

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  • Information versus experience

    Peter Tanner, CEO of Boomerang, has noted an increase in communication by channel firms but wonders if more information equals a good user experience 

  • Reseller view: channel challenges in 2014

    Sabio director Adam Faulkner talks about some of the challenges facing the channel in this year and argues that the time has come for action when it comes to some pressing issues 

  • BETT 2014 report – must do BETTer!

    Disappointingly, nobody rang a bell to summon us to lessons at BETT. Nick Booth asks if this is because, for all the technical wizardry, some of the exhibitors aren’t very creative? 

  • BYOD: driving agile working

    Phil Jones from Brother UK highlights the channel opportunity to help customers invest in flexible IT and agile business practices 

  • Isn’t it time the IT industry’s evangelists learned to mind their language?

    Nick Booth finds that our techies could learn a lot from our decent English speaking contemporaries across the channel 

  • Searching in the shadows for IT spending

    With CEB research showing a hefty chunk of money being spent on IT is coming from outside the CIO's control Billy MacInnes thinks it's time to go hunting in the shadows 

  • Arming retailers to tackle showrooming

    Enzo Capobianco, retail market development manager EMEA at Honeywell Scanning & Mobility, talks about how the channel can arm small businesses to counter the impact of online retail channels 

  • The midmarket is a ripe opportunity – but where’s the ROI?

    While the economic forecast is still one of low growth that does not necessarily mean low opportunity. Avaya's Michelle Jones explores how the channel can crack an underserved market 

  • Innovation is futile unless the customer comes first

    Comms-care marketing director Richard Eglon says that however innovative your business may be, it doesn't mean a thing if you can't deliver on your customer service promises 

  • The push and pull of sales

    Billy MacInnes shares some thoughts on marketing spurred on by Gartner's findings that the personal touch still matters in the B2B world