Tailoring Your Pitch To Help Buyers Justify Technology Purchases

Posted by Kellie Auman on Dec 7, 2017 11:50:00 AM

It's true, and often said, that in any area of sales one should always tailor their sales tactics to suit the buyer – but that’s easier said than done. It can get extremely difficult when pitching more expensive solutions such as those based in technology, to companies where multiple people are probably involved in the purchasing process. Sure, a good salesperson can get the person on the phone onboard with the purchase – but what about that buyer’s boss? Or their CFO? Or anyone else who also has to agree to buy?

We’ve partnered with SiriusDecisions in the past and keep an eye on their blog, so we were thrilled when we came across this article all about successfully justifying technology purchases. Turned around a bit, it can also be an excellent guide to your ecosystem’s sales staff on how to help their point-of-contact make the sale happen!

Topics: Build Your Channel, Increase Channel Sales, prm technology, increase partner sales

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

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

What You Need To Know About Partner Management

Posted by Kellie Auman on Oct 17, 2017 11:15:00 AM

Having channel partners can be a huge advantage for your business. However, they can also be the source of unnecessary stress and even costs. Sometimes, this is the channel partner’s fault. They simply aren’t holding up their side of the bargain, even though you may be using your own funds in an attempt to help them. A lot of times, though, the responsibility may lie with you. After all, channel partners can only perform as well as you let them.  Here are a few things to remember when engaging with partners, and ensuring success.

Topics: Build Your Channel, PRM v. CRM, Channel Partner Onboarding, channel partner management

The Simple Secret to Developing a Modern Sales Channel Strategy

Posted by John Panaccione on Oct 5, 2017 10:30:00 AM

I always look forward to reading HubSpot’s annual State of Inbound report. It’s full of interesting sales and marketing information and statistics, including top priorities and challenges from more than 6,000 respondents. More on this to come. First, let’s examine why these statistics are important.

Meeting the needs of today’s B2B buyers.

A common-sense approach to designing an effective sales strategy involves meeting two time-tested variables:  relevancy and timeliness.   Merriam-Webster defines relevant as “having significant and demonstrable bearing on the matter at hand”, and timely as “coming early or at the right time”. For those selling through sales channel partners, there is complexity in making this happen.

Topics: Build Your Channel, channel sales, channel strategies, channel marketing, sales channel

Best Practices For Scaling An Indirect Sales Channel

Posted by Kellie Auman on Sep 28, 2017 11:45:00 AM

In direct sales, a company takes their services and/or products right to a client or customer. There is no middleman or third party playing a role.  With indirect sales, however, independent parties are brought in to help with marketing and distribution. That may sound less than ideal—after all, they’ll clearly cut into your profits—but a majority of the goods and services sold globally are through an indirect sales channel.

Most indirect sales models begin with a few sales partners, but eventually need to expand. This expansion doesn't happen overnight.  You don't wake up one day, decide you want to grow your indirect channel and have everything hammered out by the afternoon. You need to think strategically about what is already working and what gaps in the process need to be filled.

Topics: Scale Your Channel, Build Your Channel, Partner Collaboration, indirect sales

Five Critical Factors To Consider When Choosing KPIs

Posted by Kellie Auman on Sep 26, 2017 9:45:00 AM

Channel managers often have questions about setting Key Performance Indicators (KPIs) for their sales channel ecosystem.  It's clear that an indirect-sales ecosystem requires different KPIs than a single-channel direct-sales organization and quite often many KPIs will remain the same.  For example, sales targets are still sales targets.  However, channel sales KPIs should also relate to the ecosystem itself, and be more future-focused as well.  Your KPIs should provide an overview of how your overall partner ecosystem is doing and also provide a sort of road map towards future channel growth. Here, we discuss five critical factors to think about when choosing KPIs.

Topics: Build Your Channel, Increase Channel Sales, kpi, Measuring what matters

Why Manufacturers Should Drive Inbound Marketing For Their Sales Partners

Posted by Seth Jacobsen on Sep 15, 2017 8:07:00 AM

It’s probably too late to call inbound marketing the wave of the future. It’s already here and everybody’s doing it. Well, to clarify, that means your indirect sales partners are doing it—or, at least, they want to be doing it. If your company is a manufacturer that markets its products through a network of independent dealers and resellers, your partners’ success is your success. 

Topics: Build Your Channel

An Efficient Onboarding Process Can Improve Channel Partner Sales

Posted by Kellie Auman on Sep 12, 2017 11:10:00 AM

The “honeymoon” period with channel sales partners doesn’t last very long. At first, they might be excited about the opportunity to sell your products and they foresee a profitable relationship with your company. As the relationship progresses and there are barriers in place to new channel partners reaching their customers with your products, they will quickly get frustrated and start to wonder if they made a mistake choosing to sell your brand.

This is a classic case of lost mindshare with your partners. Because your company is difficult to work with, channel partners naturally turn to competing brands with easier processes for communication and collaboration. There are ways to get them back (by optimizing the indirect sales channel for increased sales), but the bigger issue is understanding how you lost them in the first place.  Here are ways to avoid that experience.

Topics: Build Your Channel, Channel Partner Training, Channel Partner Onboarding, mindshare

The Importance of Training and Certification In The Sales Channel

Posted by Kellie Auman on Sep 7, 2017 12:05:00 PM

We don’t need to tell you that training and certification are vital to a healthy channel ecosystem – truth is, many sales channel managers misunderstand just how important these elements are.  Training and certification aren’t simply a matter of “making sure the sales reps say the right things.”  Your training and certification program is also key to maintaining a high level of mindshare among your partners and their staff, as well as encouraging them to continue towards higher success. Great training courses are really just the first step.  A well-implemented sales channel training and certification program can do far more.

Topics: Build Your Channel, Channel Partner Training, Channel Partner Onboarding, channel certification training, certification in channel

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