How to Galvanize and Motivate an Underperforming Sales Partner

Posted by Seth Jacobsen on Jul 2, 2015 7:30:00 AM

Most companies work hard to bring on a new sales partner in hopes of leveraging their resources and market reach to achieve greater revenues. In many cases, this vision is not always fulfilled. When your sales partners start performing below your expectations, these relationships can become a burden to your sales efforts. We have written extensively on the importance of a solid foundation of selectivity and planning as part of the partner application process, but even that does not guarantee success.

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Topics: Optimize Your Channel

How Can I Effectively Distribute Updated Information to My Sales Partners?

Posted by Seth Jacobsen on Jun 25, 2015 7:30:00 AM

For those companies that sell through an indirect sales channel, you know that the success of your bottom line hinges on how well your partners are prepared to sell your products and services.   

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Topics: Optimize Your Channel

How Can I Make My Sales Pipeline More Efficient at Every Stage?

Posted by Seth Jacobsen on Jun 23, 2015 7:30:00 AM

Your sales pipeline is vital to your future success, as it should be full of potential customers. Building a sales pipeline begins by nurturing a prospect and lasts until they finally commit to a purchase. Depending on your company, there are a number of different steps that exist between those two milestones. Constantly working to improve them is the best way to get more revenue year-in and year-out. Here are some effective methods for doing so.

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Topics: Optimize Your Channel

Help More Channel Partners Produce More Sales

Posted by Seth Jacobsen on Jun 18, 2015 7:30:00 AM

When it comes to sales partners, most companies work hard to bring on as many as they possibly can. After all, the thinking goes that the more partners you have, the more sales you’ll see as a result. Unfortunately, this isn’t always the case.

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Topics: Optimize Your Channel

Online Tools for Boosting Sales in 2015

Posted by Seth Jacobsen on Jun 17, 2015 7:30:00 AM

It’s not too late to turn 2015 into a banner year for your company. However, in order to do so, you’re going to want to use the best possible online tools out there for boosting sales. Otherwise, you’ll need to implement some pretty sweeping and potentially expensive changes. Fortunately, any one of the following tools could easily become the most important tool your company has for bringing in sales.

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Topics: Optimize Your Channel

Using Market Development Funds to Improve Partner Performance

Posted by John Panaccione on Jun 15, 2015 7:30:00 AM

Any company with sales partners should probably also have Market Development Funds (MDFs) at work. MDF is money set aside in the budget for the sole purpose of helping to improve the results you get from those partners. MDF programs come in several forms - cash subsidies to partners to subsidize their specific marketing efforts; rebates; discounts to push certain products over others; free products to help prime the sales pump; and other mechanisms to promote sales.  

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Topics: Build Your Channel

What Are the KPIs That Matter? And How Do I Keep My Sales Partners Informed About Them?

Posted by Seth Jacobsen on Jun 12, 2015 7:30:00 AM

If you want your company’s results to improve, you need to be measuring performance at every turn. A critical first step is to evaluate what KPIs (Key Performance Indicators) are important to your business success. Not only should these KPI factor internal metrics, but also those that are relevant to the success of your channel partners as well. Without establishing these baselines, you’ll be greatly limited in terms of what’s working and what’s not.

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Topics: Optimize Your Channel

Breaking Down Sales Funnel Basics

Posted by John Panaccione on Jun 10, 2015 7:30:00 AM

Developing a defined sales funnel is vitally important to any business with a sales force.  In an indirect sales channel, it’s even more important that a sales funnel is defined and understood by your sales partners. However, ask 10 sales leaders to define their sales funnel stages and you’ll probably get 10 slightly different answers. In today’s inbound-marketing dominant world of selling, where manufacturers are taking more of a lead in inbound marketing activities that are generating the leads that sales partners pursue, defining the sales process is critical to everyone in the sales channel being on the same page.  

The basics of a good sales funnel generally remain the same. They are as follows.

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How Can I Automate a Sales Incentive Program for My Partners Using Partner Relationship Management Software?

Posted by Seth Jacobsen on Jun 8, 2015 7:30:00 AM

Many businesses look to increase annual sales revenue by taking on new channel partners. Aside from the increased sales this can deliver, incorporating partners into your business plan can help extend reach, improve marketing efforts, create new ideas, and accelerate new product introductions.

There’s no guarantee you’ll get the results you want from a partner, but if you’re using partner relationship management (PRM) software, you have a useful tool for keeping your business partners incentivized.

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Topics: Build Your Channel

Keys to a Great Working Relationship with Your Sales Partners

Posted by Seth Jacobsen on Jun 4, 2015 7:30:00 AM

Having sales partners is a great way for any company to reach new customers and grow their business. Aside from the benefit of having a larger sales force, channel partners can also help improve your marketing efforts and provide valuable customer feedback.

That being said, not all sales partners deliver on their potential. You need to make sure that your working relationship with them is everything it could be. Here are some tips that can help you get the most out of your indirect sales channel.

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Topics: Optimize Your Channel

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