Channel Coach


Hiring and Supporting the Right People

We all know that one of the keys to success is hiring the right person for the job. Whether you are staffing a business, building a sales team or climbing Mt. Everest, selecting the right people greatly improves your chances for success. I just finished reading the book “Undaunted Courage” about the Lewis and Clark […]

What Costs More: A New Car or a Truffle?

        By Bill Taylor, president, Corporate Ladders What costs more, a new car or a truffle? That simple question begs a few more questions for clarification, but on the surface one surely would say a car. Now if you followed the news over the past week you would have seen that a […]

The Death Spiral of Selling on Price

By Bill Taylor, President, Corporate Ladders As an industry veteran, I’ve seen first-hand the devastating effects of selling on price. It is still fresh in my mind that the AT&T of days gone by no longer exists. Oh yes, there is still an AT&T, but it’s not the same company it was in its heyday. […]

Channel Coach: Tell Suppliers What You Want

My mom had a favorite saying: “Tell me what you want; I’m not a mind reader.” I was thinking about that statement when contemplating this month’s column, which focuses on taking the mystery out of building a relationship with a service provider. Often channel partners think simply because they have a signed agreement, their service […]

Effective Lead Generation Vital to Keeping the Funnel Full

Deciding what your organization should do to keep sales flowing in a tightening economy is vital to the business. So is deciding what not to do. Bill Taylor, CEO of Corporate Ladders, covers both the dos and the don’ts of lead generation and sales prospecting in his Sales & Marketing session today called “Full Funnels: […]

Channel Coach: Improve Your Prospects

In the late 1840s and 1850s, more than 300,000 men, women and children flocked to the Golden State in the hopes of finding gold. Today, there are as many people prospecting in the market for telecom products and services, and much like California during the Gold Rush, this market is truly ripe and ready for […]

Channel Coach: Does Your Prospect Qualify For Your Time?

Got Questions? Ask the Channel Coach.  Send your questions to  Please include your name, city, state and a phone number where you can be reached. First names and locations only will be published.  One of the most difficult challenges in building your business is deciding where best to spend your selling time. Salespeople are […]

Channel Coach: Mind Your Own Business

Got Questions?Ask the Channel Coach. Send your questions to Please include your name, city, state and phone number. First names and locations only will be published. How many times have you heard someone say “mind your own business?” For channel partners, that just might be sage advice. Many business owners get so wrapped up […]

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