Enabling Your Partner Sales Reps Through Training & Certification

Posted by Seth Jacobsen on Feb 23, 2017 3:50:00 PM

Today, one of the most critical aspects of B2B sales is simply being able to keep up with changing buyer behavior.  Between the pace that new technologies are altering sales processes to changing buyer demographics, the entire nature of the sales cycle is evolving. That affects salespeople as well as buyers.

One of the best ways to keep your partner sales reps prepared for these changes is through the delivery of training and certification programs.  The challenge is setting up the right training materials in such a way that they’re appealing to those that need to take it.  Rewards and incentives can only go so far.  If partner sales staff (or your own) see your training modules as a waste of time, or as interfering with their own productivity, they’ll likely skip it entirely.

The balance lies in creating a program that combines the right tools to make your partners more effective, while encouraging their ongoing participation.

Topics: Optimize Your Channel, Channel Partner Training, sales training, partner enablement

Keeping Channel Partner Mindshare

Posted by Seth Jacobsen on Mar 15, 2016 11:00:00 AM

There are a lot of different partners a channel manager might need to oversee, but today, we wanted to focus specifically on those partners who work with many other vendors - including your competition. These are some of the most critical partners in your ecosystem, because it's entirely up to them how hard they push your products or services.

Keeping good mindshare with these partners is essential, because that's the biggest thing that dictates how much emphasis they put on your offerings. Are you the first name they mention to their interested clients? Or are you just one more brand in a catalog full of them?

Topics: Channel Partner Training, lead management, mindshare, rewards

Partner Relationship Management Playbook [Infographic]

Posted by Seth Jacobsen on Sep 15, 2015 7:30:00 AM

For many best-in-class manufacturers, a sales channel “playbook” consists of a Partner Relationship Management (PRM) system that allows the “coaches” (CMOs & Channel Managers), and “players” (channel partners and dealers’ salespeople, service techs, parts experts and others) to perform at their very best. With the right blend of smart coaching, great players and a strong playbook, your channel team will be set up to make a title run of its own.

Topics: prm, channel partner collaboration, partner relationship management, Partner Portal, Channel Partner Training, Sales Productivity, channel management software, best practices, PRM Best Practice

Promoting Partner Collaboration via PRM

Posted by Seth Jacobsen on Sep 13, 2015 7:30:00 AM

Many challenges we face within our organizations can be traced back to one root cause: ineffective communication. This in turn leads to poor collaboration, which leads to fewer sales, lower profits, and even lower morale. For companies that provide goods and services through an indirect sales channel, these challenges are magnified. So, what’s the recipe for improving communication between channel partners and ensuring a unified, collaborative effort resulting in across-the-board increases? A technology platform that promotes feedback and improves the quality and frequency of communication is critical to helping you achieve the results you desire. 

Topics: channel partner collaboration, partner relationship management, Channel Partner Training, Sales Productivity, channel management software, PRM Best Practice, Partner Collaboration, channel management, Channel Conflict, channel partner engagement

Channel Management Best Practices You Need to Know for 2015

Posted by Seth Jacobsen on Feb 2, 2015 5:45:00 PM

If your company is utilizing multiple channels to maximize profits, you may think you’re ahead of the game. However, in today’s marketplace, chances are that your competitors are doing the exact same - often using the same channel partners. What you need to do is establish channel management best practices that will allow you to make the most out of each partner you’re working with. 2015 could be your company’s biggest year if you implement the following channel management best practices.

Topics: Optimize Your Channel, Build Your Channel, Channel Partner Training, channel management software, Channel Software, channel management

Mindshare and Your Channel Partners – Are You Getting Their Attention?

Posted by Seth Jacobsen on Dec 16, 2014 3:11:00 PM

We hear a lot of questions related to channel partner relationship management, and invariably the term “mindshare” seems to pop up.  It is an easy concept to grasp but, in practice, is very difficult to obtain. If you are a manufacturer selling through an indirect channel, you know the importance of mindshare. In many cases, your partners are selling your products and services right alongside those of your competitors. In order to gain a leg of up on the competition, you need your partners focused on your products first. That's mindshare. But...how to achieve it?

Topics: prm, partner relationship management, Partner Portal, Channel Partner Training, Partner Collaboration, Channel Partner Certification, Marketing Materials, Performance, prm systems, marketing, communication, channel partner management, PRM solutions, channel partner relationship, mindshare

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