How to Improve Lead Management in the Sales Channel

Posted by Seth Jacobsen on Jan 19, 2017 9:50:00 AM

Executing an effective lead management strategy is more vital to growing a business today than perhaps it ever has been before.  At the very least, it’s significantly more complicated. 

Thanks to the Internet, there are now more leads available for more businesses than at any other time in history.  With somewhere between three and four billion people now online - nearly half of the world’s entire population - every business in every industry now has access to a vast pool of potential buyers. 

However, this makes the challenge of lead management a multi-faceted issue.  There are a variety of problems that can arise from poor lead management, and a savvy indirect sales organization will need to address all of them to successfully grow their business and customer base.  

While we recognize that Partner Relationship Management (PRM) software can go a long way towards addressing those issues, there are a number of procedural factors to consider along the way.

Topics: partner relationship management, lead management, channel sales

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

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

Focus on Vision Over Goals to Grow Revenue in 2016

Posted by Todd Hockenberry on Feb 25, 2016 8:15:00 AM

 

*This blog article is authored by Todd Hockenberry of Top Line Results, a strategic partner of LogicBay*

One of my favorite blogs is The Art of Manliness and a recent post really hit me as a key to B2B companies ability to grow revenue in 2016.

The post Vision Over Goals is written from a perspective of personal goals and vision but I think it equally applies to B2B and manufacturing businesses in terms of their marketing.

An example first, one of our long time customers, Bell Performance, created a vision to educate consumers and businesses about fuel quality and fuel additives. Their world is often characterized by snake-oil salesman and products (that is the term of art for many fuel additives) and being people of strong beliefs they decided to consciously create a marketing philosophy around the idea of creating great content that was educational and helped consumers and business know what was real and what was, well, snake oil.  Their vision is to help first, to add value, to be different.

Topics: best practices, lead management, Partner Collaboration, Performance, marketing, revenue

A 2016 Inbound Marketing Strategy Requires the Right Resources

Posted by Todd Hockenberry on Dec 22, 2015 4:05:00 PM

A key part of any strategy is understanding your resources and planning so that your people, tools, and processes are equipped and aligned. When all of the resources at your disposal work together they allow you to achieve specific goals, like your 2016 Marketing Goals

When we look at some of the things we know, it helps us to better understand the shape of our strategy and, in turn, this allows us to align our resources. Some interesting takeways include: 

Topics: prm, Scale Your Channel, partner relationship management, best practices, lead management, Partner Collaboration, PRM v. CRM, emerging growth companies, Performance, marketing, communication, crm

Get Found Online and Empower Your Channel to Grow Sales in 2016

Posted by Todd Hockenberry on Dec 14, 2015 2:30:00 PM

 

Companies with a large distributed sales channel (reps or distributors) often come to us struggling with how to grow sales and manage the channel effectively.  Under performance is often caused by a disconnect between the manufacturer or service provider and the realities of the buying environment.  In an age of information parity (buyers often have as much information available to them as the salesperson) successful companies drive interest and engagement in ways that match this change in buyer behavior.

There are two particular stats that help to illustrate this point:

Topics: prm, Scale Your Channel, partner relationship management, best practices, lead management, Partner Collaboration, PRM v. CRM, emerging growth companies, Performance, marketing, communication, crm

The PRM/CRM Balance – How to Handle Lead Management

Posted by Seth Jacobsen on Dec 10, 2015 11:00:00 AM


Any business that sells through an indirect sales channel has likely encountered the challenge of lead registration and management. If your emerging growth company is bringing on its first few channel partners you recognize the need to have some type of process in place to share leads. If you are looking to scale an already successful indirect channel you probably realize the complexity of maintaining control and insight into your pipeline. Regardless of how advanced your relationships are with your with channel partners, you understand this is a critical success factor. Our experience has shown us that some common challenges exist as it relates to lead management in the sales channel:


Topics: prm, Scale Your Channel, partner relationship management, best practices, lead management, Partner Collaboration, PRM v. CRM, emerging growth companies, Performance, marketing, communication, crm

What Does It Really Mean to Be “Easy to Do Business With?”

Posted by Paul Tobin on Dec 2, 2015 3:30:00 PM


You hear it everywhere these days. Companies proclaiming that they want to be “easy to do business" with their channel partners. Who can blame them? There’s not much future for a company that’s difficult to do business with. Yet, most companies are. Especially when supporting their indirect sales channel.

Topics: prm, PRM Best Practices, channel partner collaboration, Partner Portal, channel management software, PRM Best Practice, Lead Registration, lead management, Channel Software, channel management, Channel Partner Onboarding, Channel Conflict, Channel Marketing Strategy, New Product Introductions, Channel Sales Productivity, channel manager, channel partners, channel partner engagement, indirect sales, Channel Partner Certification, Increase Channel Sales

Increase the ROI of Your Inbound Marketing Strategies [Infographic]

Posted by Seth Jacobsen on Sep 7, 2015 2:00:00 PM

The accelerating transition from traditional outbound marketing techniques to inbound marketing strategies is driving the need for manufacturers to reconsider their roles in the lead development and lead management processes. In addition, the systems that support dealers must be reexamined to support modern marketing strategies for manufacturers who sell predominately through indirect sales channel partners. A Partner Relationship Management (PRM) system is a critical tool to improve your lead management capabilities and increase the ROI of of your inbound marketing investments.

Topics: partner relationship management, Lead Registration, lead management, Inbound Marketing, Infographic

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