6 Key Questions to Ask to Improve Deal Registration and Lead Management

Posted by Seth Jacobsen on Sep 20, 2016 10:40:00 AM

While it was previously a task left largely to sales partners, today's vendors that sell through an indirect channel should be taking a much more active role in lead generation and management. It's one of those "everybody wins" scenarios. You are more in charge of increasing sales, while your partners get the one thing they value most: more qualified leads!

Of course, major changes to lead management strategies can be a serious challenge to any company which had previously been relying on their partners, especially established firms who've been in business for awhile. Nevertheless, there is little doubt that changes in buying behavior are impacting the traditional roles of vendor and channel partner.

No matter how you currently manage leads, understanding your strategy for lead generation is the first big step towards optimizing your processes. These six questions will help you assess your current state, while illustrating new opportunities for improvement.

Topics: Scale Your Channel, lead management, deal registration

Empower Your Channel Support Group for Improved Partner Success

Posted by Seth Jacobsen on Apr 6, 2016 8:30:00 AM

Businesses who don't sell direct, relying on third-party resellers to handle sales to end customers, face challenges in lead conversion that direct-sellers don't have to worry about. One of the biggest problems is having leads fall into a black hole once they're passed on to partners.

It's certainly a common enough occurrence. After all, most indirect-sales organizations still maintain a website for collecting leads and, possibly, nurturing them through the top of the funnel via content marketing. But eventually, those leads neeed to be passed onto an appropriate partner to continue moving them along the sales process.

But do they? Does your organization have any way of tracking those leads once they leave your sight?

Topics: lead management, PRM v. CRM, indirect sales, deal registration

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