Bradley Schagrin

Go to any existing account. Identify what the total TAM for that specific account Wash, Rinse, Repeat for each account, then do it for the region. Get to know every relevant Value Added Reseller

Scan & Sort First, give your inbox a quick scan. Look for any emails with urgent subject lines or from important senders. These are high-priority items. Move them to a separate folder (so you can deal with them first. Flag & Prioritize Use tools like stars or labels to categorize your remaining emails. Respond Now, go the most important emails in your inbox.If an email requires a detailed response but can wait send a quick acknowledgment letting the sender know you received it and when they can expect a full reply. Lighten the load by setting up rules to automatically sort incoming emails. Create rules based on the sender’s address, keywords in the subject line, or even specific words within the email body. Clean Up & Stay Focused

1) Step back. Take a breathe Prioritize Tasks Set Expectations Delegate wisely Effective Communication Use tools Stay Fexible

What is the end result? Who needs to know? What is the message When does this begin What are each persons roles Everyone needs to be on board Can anyone understand the process (Create a flowchart) Frquent CommunicationCommunication with the Direct Sales force. Constantly reinforce that partners are specialists and will add value to the conversation. COnstantly highlight the incentive. Regualrly publish and advertise the results

First off you will quickly learn, that when someone tells you that they are the decision maker, or have major influence, take that person with a grain of salt. Beware the Analytical type- You will miss your close date "The driver type"- Its important to understand their agenda. They can be a good Champion when used correctly "The Amiable Type"- You an receive great intel from this person "The Expressive Type"- Beware. They could be favoring your competitor

1). Have a Distribution Strategy. To increase Marketshare you will need the assistance of the reseller Community, and Distribution is key on this. You will be able to create lists pon where your Competitors are and who they are aligned with. 2). Think about a "Bundle" with another Product thus creating a unique solution. This is another way that Distribution can be invaluable