Three Trends Driving Change in Managing Sales Channel Partners [Infographic]

Posted by Kellie Auman on Apr 25, 2017 3:30:00 PM

Research shows that close to 70% of the buying decision is made before ever engaging with a supplier.  With this in mind, successfully managing your sales channel can be extremely complex.  There are three notable trends to consider to stay ahead of the competition and achieve success with every market opportunity.  

  • #1.  B2B buyer behavior is changing the game.
  • #2.  Mobile-ready technology is a must.
  • #3.  Better data is helping guide us to make smarter decisions.

Topics: Scale Your Channel, channel partner collaboration, Infographic, channel revenue growth, channel growth

Webinar Highlights: Where Channel Revenue Growth REALLY Comes From (Part 2)

Posted by Kellie Auman on Apr 20, 2017 10:10:00 AM

Let's jump straight into part two of highlights from our recent webinar covering best practices and sales tactics for channel sales leaders.  

Part II – Four Profitable Heresies - Michael A. Brown from BtoBEngage presented content during the webinar in four key areas:

1.  Identification & development of sales opportunities.  Your goal is to cultivate and drive practical opportunties for your organization.  In doing this, you need to have uniform lead scoring and criteria and a definitive release point from marketing to sales, while still maintaining enough flexibility that sales can get involved at any appropriate point.

Topics: Scale Your Channel, channel revenue growth, channel growth, channel revenue, revenue growth, webinar

Webinar Highlights: Where Channel Revenue Growth REALLY Comes From

Posted by Kellie Auman on Apr 18, 2017 11:20:11 AM

We recently hosted a webinar on channel revenue growth, and it was a huge success – plenty of participation and great feedback from all who participated.  The event was hosted by our own Seth Jacobsen, and featured two fantastic guests:  Marty Tascona from Deliberate Selling and Michael A. Brown of BtoBEngage.  The result was a talk full of great advice for companies who are both new to the indirect sales market, as well as established members of the community.

The webinar itself is still available online to view, but in case you’re in a hurry, we wanted to put together a ‘highlight reel’ of the most important information conveyed in the next two blogs.  Today, we’ll focus on Marty Tascona’s contributions and then in the next blog, we’ll look at Michael A. Brown’s advice.  

Topics: Build Your Channel, channel revenue growth, channel growth, channel revenue, webinar

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