What Does Mindshare Mean When It Comes to Sales?

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

The world of sales is packed with jargon. Our reliance on technology and the pace at which technology changes has made this more apparent than ever. However, if you are selling your products through a sales channel, one of these terms you absolutely cannot lose sight of is mindshare. If your company’s mindshare with your channel partners begins slipping, so, too, will sales.

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Topics: Optimize Your Channel

Communication: The Critical Element for Channel Partner Engagement

Posted by Seth Jacobsen on Jul 29, 2015 7:30:00 AM

Channel managers understand how vital channel partner engagement is to improving indirect sales. Effective channel partner engagement has numerous benefits, both for you as a channel manager and for your channel partners. The higher the quality of channel partner engagement, the easier it is for the people who work within your re-seller network to do their job of selling and servicing your products every day.

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Topics: Scale Your Channel

Why Learning Management Systems Fail In The Distribution Channel

Posted by Seth Jacobsen on Jul 28, 2015 7:30:00 AM

Learning management systems are often integrated with the channel to manage a channel development  strategy. However, it's not always helpful.

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Topics: Build Your Channel

Enabling Channel Partners To Sell With Market Development Funds

Posted by Seth Jacobsen on Jul 27, 2015 7:30:00 AM

Enabling Channel Partners To Sell With Market Development FundsThe use of Market Development Funds (MDFs) has proven to increase sales through the channel, but they must be deployed intelligently. Distributing market development funds without good data to justify the expenditure may result in a waste of resources and a decrease in channel sales. No company wants to spend money on initiatives that have no hope of generating additional revenue. If your company uses MDFs to support its indirect sales channel partners and boost sales through the channel, you need a way of easily measuring the ROI of your MDF program.

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Topics: Scale Your Channel

PRM Versus CRM: Why You Need Both!

Posted by Seth Jacobsen on Jul 26, 2015 7:30:00 AM

Both PRM and CRM enable a more productive sales flow, both have "RM" in them for "relationship management"...so they gotta be the same, right?

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Mindshare: How to Drive Channel Partner Sales

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

A major challenge of working with an indirect sales organization is how to motivate its members to sell your products harder than the other brands they're selling. Your sales channel partners need to perceive an advantage to pushing your brand more fervently than others that distract their time and attention from the sale of your own, and this can be instilled starting at the partner onboarding process.

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Topics: Scale Your Channel

What is onboarding? Is it similar to water boarding?

Posted by Seth Jacobsen on Jul 24, 2015 7:30:00 AM

You are the sales and marketing director for your emerging growth company, responsible for your company’s top line and channel management. You and the CEO have made the decision to partner with an outsourced a sales firm to accomplish your ambitious sales targets. You think you have found the perfect sales channel partner organization. The first phase of ensuring that they are productive and in line with your goals is called onboarding - not to be confused with water-boarding, although there are tangential, quirky parallels.

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Topics: Build Your Channel

Industry Trends for Indirect Sales Channel Management

Posted by Seth Jacobsen on Jul 23, 2015 8:00:00 AM

The name of the game in indirect sales channel management is “integration.” Channel managers for manufacturers and OEMs are always looking for ways to integrate their numerous tasks of managing their indirect sales channel partners into one system. Marketing products and services through a network of indirect sales partners (dealers, resellers, VARs) is most effective when a company fully engages its channel partners with its products and way of doing business. When channel partners are engaged, it means they are supported by the manufacturer whose products they sell, and understand those products and best practices for selling them. 

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Topics: Build Your Channel

Streamlining Channel Communication: A Case Study - Part One

Posted by Seth Jacobsen on Jul 22, 2015 8:00:00 AM

Original Equipment Manufacturers as well as the employees that they're supporting often have different opinions of their relationship. In channel communications, timeliness and consistency are necessary for creating a solid business relationship; but if it’s not there, friction and resentment may erupt.

Partner relationship management (PRM)
can bridge the gap between partners and manufacturers, allowing for a seamless flow of information between the OEM and the channel partner community. This case study will exemplify this streamline.


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Topics: Optimize Your Channel

Best Practices for Sharing Data with Your Sales Partners

Posted by John Panaccione on Jul 21, 2015 7:30:00 AM

Having sales partners is a smart way to bring in more revenue without necessarily needing to add to your overhead. But having sales partners is not always easy. After all, even though they aren’t your employees, you’ve just added more people to your operation. One issue you’ll have to tackle is sharing data with these parties. Here are some best practices to adopt.

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Topics: Optimize Your Channel

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