Reseller won deal by having a haircut with a prospect

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Reseller won deal by having a haircut with a prospect
Callum McDonald delivering his talk at Channel Academy.

CRN recently staged a new event called Channel Academy, a breakfast workshop focused on showcasing best practice sales, marketing and collaboration across the channel ecosystem.

One of the speakers on the day, Callum McDonald of CSW-IT, told the story of how he turned the failed City Software into a revived and vigorous entity capable of winning 5,000-seat deals.

Callum lit up the room with his tale of overcoming vendors who didn't want to know him, using memories of ancient soccer games to advance a deal and how having a haircut side by side with a prospect helped to get a deal over the line.

His talk also explained how his partnership with Exclusive Networks was critical to success on some accounts.

The talk was such good value, we turned it into a podcast*.

The speech is just six minutes long: do yourself a favor and listen in the embedded player below, or download the file here.

Did you like this podcast? Should CRN do more? Ping us at editors@crn.com.au.

*CRN Editorial Director Simon Sharwood had a nasty cold when adding the intro and outro to this audio. He doesn’t always sound so flat!
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