Seven Steps To A Modern Sales and Marketing Strategy for the Channel

Posted by Seth Jacobsen on Oct 27, 2016 10:10:00 AM

In the last couple blogs, we've taken a look at the past and future of marketing as it relates to indirect-sales focused organizations.  The short version is outbound 'push' marketing is out, while inbound and visually-based outreach is in.  As we discussed in those blogs, there are simply too many demographic trends and shifts in buyer behavior to ignore, and companies surveyed about their future sales and marketing choices are fairly united in seeing this shift taking place.

Today, we're going to get a bit more practical.  If you're responsible for managing sales partners or developing marketing initiatives for your indirect-sales program, we have compiled seven key steps to follow.

We have not listed them in any particular order, but we feel they are all important in their ability to help you improve partner engagement and sales effectiveness in the channel.

Topics: Inbound Marketing, digital marketing, channel sales

Navigating the Marketing Technology Landscape...Confused Yet?

Posted by Seth Jacobsen on May 3, 2016 11:15:00 AM

Are you a marketer looking to for ways to improve your content delivery and user experience? Perhaps your focus is on boosting commerce and sales, or making sense of all that marketing data? Regardless of which objectives are at the top of your priority list, you've probably found yourself looking for some technology platform as a solution. If you're beginning to feel like the number of options is becoming overwhelming, you're far from alone. The world of marketing has exploded in recent years, to the point there are more companies and products out there than anyone can truly keep track of. Just look at that landscape!

Topics: Scale Your Channel, digital marketing, content marketing, marketing technology

The Industrial Marketing World Is About to Get Ugly - That's Good News

Posted by Ed Marsh on Jan 29, 2016 9:00:00 AM

What happens when trends are mutually reinforcing?

Three items this month all seemed to line up around the challenges and opportunity for industrial manufacturers.

Economic Environment

First, (and quickly) from the finance world.  John Mauldin recently featured Lacy Hunt in his Outside the Box article. (follow @JohnFMauldin) Industrial production has stalled and utilization is falling. That's aggravated by the fact that monetary policy has provided implicit insurance against risk in financial assets without corresponding insurance for investment in capital equipment and manufacturing. The misallocation of resources that's developed over the last several years likely can't be quickly or painlessly corrected - especially as the yield curve flattens and the dollar strengthens.

 

Topics: Channel Software, emerging growth sales, Increase Channel Sales, digital marketing, international expansion, global distribution

The BIG Risks of Delegating Small Digital Marketing Tasks

Posted by Ed Marsh on Dec 18, 2015 11:10:00 AM

Imagine you got a call one day.  An invitation to address a plenary session of a trade associations largest annual gathering.  "You are so well respected in this industry, and have so many years of unique and valuable expertise, we would love for you to join us to share your insights."

Pretty exciting right?  You've earned it.  And the first thing you'll do when you hang up the phone is call one of the junior folks in your office and hand it to them.  Tell them to pick the topic, plan the key points and drop it into PowerPoint.  Right?  After all the key thing here is the presentation technology.  That's what will make or break this potentially significant speech and put your company on the national map.

What?  You'd want to pick the topic yourself?  First you'd research who would be in the audience?  Then you'd want to think about it for several days and make some notes?  Later you'd select a topic that you knew would resonate with attendees?  Oh, and then you'd call a couple folks to confirm your ideas before you start to work on an outline over several days or weeks? And only then draft your remarks?  Later edit them to capture the points that you know from your audience research will make your presentation really impactful or attendees?  And only then had it off to someone to prepare the PowerPoint.


Topics: Channel Software, emerging growth sales, Increase Channel Sales, digital marketing, international expansion, global distribution

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