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

Five Ways To Increase Partner Sales

Posted by Kellie Auman on Apr 11, 2017 5:15:00 PM

For anyone responsible with supporting channel partners, you know that anything you can do to help your partners drive more sales while keeping your company top of mind will bring great benefits.  Managing partners is the most difficult aspect of running a business focused on indirect sales, and successfully managing your partners will expand your sales numbers in ways that could never be accomplished on your own.

Realizing this is the easy part. Getting there is a challenge, in more ways than one.

Listed below are five ways to increase partners sales.

Topics: Scale Your Channel, Increase Channel Sales, partner sales goals, partner sales, increase partner sales

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