Larger Brands Are Blending Retail & Online-Only - Should You?

Posted by Kellie Auman on Nov 21, 2017 9:45:00 AM

If one word could characterize what’s happened to retail over the last couple decades, it's disruption. The age-old practice of selling goods out of physical retail stores has been challenged by the rise of “eTail”, online-only buying experiences.

Many talk about eTail “killing off” retail, but that’s not really the reality. eTail only makes up a small fraction of overall sales – around 10% – but what’s worrisome is its growth, and the effect it’s having on individual retailers. eTail is growing far more quickly than retail, and a large part of that growth is explicitly at the expense of retail.

Topics: PRM Best Practice, Channel Marketing Strategy

Time Is Money: How Encouraging Digital Sales Closes More Deals

Posted by Kellie Auman on Nov 16, 2017 1:05:00 PM

In our last blog, we talked about some of the reasons that seemingly-promising leads turn into lost sales. There was one other item we wanted to talk about, but it seemed like it would be better discussed as a blog on its own: time.

Time is money, and many businesses are now looking to make purchasing decisions on an accelerated timetable. Each passing day increases the chances of something changing on the buyer’s side which sours them on the deal, such as the instances we talked about in our previous blog.

Topics: Sales Productivity, Partner Collaboration, digital marketing, Buyer Trends

Keeping Leads On The Hook: How To Prevent Lost Sales

Posted by Kellie Auman on Nov 14, 2017 10:25:00 AM

When you’re tracking your sales partners’ performance, one of the most critical KPIs you can follow is the lead-conversion ratio. How many leads are actually turning into hard sales? That number is usually lower than a company would like -sometimes much lower- yet it can be hard to pin down why.

In our experience, all too often it’s not really the “fault” of the sales team. There are a lot of factors and ‘moving parts’ happening on the buyer’s side, which can interfere with or even totally derail a sale. Yet, by understanding what’s happening on the buyer’s end, it at least opens up the possibility of preserving some of those leads.

Topics: Channel Marketing Strategy, Marketing Materials, PRM solutions, kpi

Join Us For An Exciting eBroadcast!

Posted by Kellie Auman on Nov 9, 2017 11:00:00 AM

Account-based marketing, white papers, and events, oh my! With the seemingly unending plethora of initiatives B2B marketers can choose from, finalizing your 2018 strategy will take both research and creativity. If your brain is already in overdrive, fear not, we've done the groundwork for you! We searched high and low and gathered the 10 must have tactics for you to leverage in 2018 to propel your marketing organization towards success.

Join our VP of Sales & Marketing, Seth Jacobsen, and other leading marketers for an educational eBroadcast hosted by Frost & Sullivan - Top 10 B2B Marketing Must Haves for 2018.

Topics: Channel Marketing Strategy, channel strategies, b2b, webinar

Channel Training and Development:  The Four Cornerstones Of A Successful Framework

Posted by Kellie Auman on Nov 7, 2017 10:05:00 AM

Deploying training to your distribution channel is complicated. As explained before, it requires rigid processes, proven methodologies, and company-wide support. Not to mention a lot of hard work!

Topics: Channel Partner Training, Channel Partner Certification, Measuring what matters

You Invested In A Channel Management Solution - Now What?

Posted by Kellie Auman on Nov 2, 2017 9:05:00 AM

If you recently invested in a channel management solution the good news is that you’ve taken a major step toward improving your business’ ability to manage its sales channel. However, that doesn’t mean it’s necessarily going to be easy.The bad news is that if not utilized correctly, this important platform  is going to leave a lot to be desired.  Here we outline the basic steps to successfully proceed.

Topics: Build Your Channel, channel management software, channel management

Too Many Systems Create Chaos In The Sales Channel

Posted by Kellie Auman on Oct 31, 2017 11:40:00 AM

Are you at a point where your operations are suffocating under the weight of all your software systems?

This is a relatively common problem these days, especially among companies who've been continually trying to stay on top of modern technology for the last ten or twenty years. For the longest time, B2B software was very much in a "wild west" state of affairs with few standards in place and incapabilities at the fore front. In many cases, businesses ended up building their own point solutions that worked for a single internal need, but weren't compatible with other homegrown solutions or the needs of their business partners.

Topics: prm, Sales Productivity, prm technology, systems integration

Five Tips For Onboarding Partners More Effectively

Posted by Kellie Auman on Oct 26, 2017 12:10:00 PM

If you have an indirect sales channel, you are probably well-aware that while they provide countless benefits, they come with their own set of challenges as well. One of the biggest challenges that our customers face is onboarding—the process of bringing on new partners.

Onboarding can be a huge sticking point that greatly affects your company’s ability to partner with businesses effectively and get them up to speed selling your products in a timely manner. Fortunately, the following tips are easy to implement and should provide immediate results for your onboarding process.

Topics: Build Your Channel, Channel Partner Onboarding

Four Best Practices for Reducing Friction in the Sales Channel

Posted by Kellie Auman on Oct 24, 2017 10:55:00 AM

In physics, we learned that friction occurs when two moving surfaces rub against each other, generating resistance that slow or stops their progress. This is a good metaphor for what happens in the sales channel. Channel friction occurs when difficulties for doing business between a manufacturer and its sales partners get in the way of profitable partnerships, or lead them to dissolve entirely.

What we've learned in physics can easily carry over into the sales world. A certain amount of indirect sales channel friction is bound to occur, but it can be minimized and managed with the right strategies. The following four best practices are built into all well-engineered, smoothly-functioning, profitable sales channels.

Topics: Optimize Your Channel, Partner Collaboration, Channel Conflict, PRM solutions

How To Make Sense of Technology Chaos In The Sales Channel

Posted by Kellie Auman on Oct 19, 2017 3:10:23 PM

Are the technology options that can help scale your sales channel confusing you?  Is the acronym soup that represents the hundreds of tools and systems designed for the channel making your head spin?  On the heels of our recently released Executive Brief, PRM or CRM?  The Right Choice for the Indirect Sales Channel we put together on online seminar that will help define and dissect the many moving pieces and technologies within a modern day sales channel.

Topics: PRM v. CRM, prm technology, systems integration, Online Seminar

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