Keeping Leads On The Hook: How To Prevent Lost Sales

Posted by Kellie Auman on Nov 14, 2017 10:25:00 AM

When you’re tracking your sales partners’ performance, one of the most critical KPIs you can follow is the lead-conversion ratio. How many leads are actually turning into hard sales? That number is usually lower than a company would like -sometimes much lower- yet it can be hard to pin down why.

In our experience, all too often it’s not really the “fault” of the sales team. There are a lot of factors and ‘moving parts’ happening on the buyer’s side, which can interfere with or even totally derail a sale. Yet, by understanding what’s happening on the buyer’s end, it at least opens up the possibility of preserving some of those leads.

Topics: Channel Marketing Strategy, Marketing Materials, PRM solutions, kpi

Four Ways PRM Makes Channel Sales Easier

Posted by Kellie Auman on Jul 11, 2017 1:30:00 PM

Channel sales organizations can’t afford to be disconnected. With so many options available online, in practically every B2B field, both direct- and indirect-sale operations are competing on a relatively level playing field.  An indirect sales system needs to provide a seamless consistent buyer experience to build a strong customer base.  If not, buyers are likely to go with the option that provides the smoothest experience.

That is exactly what a Partner Relationship Management (PRM) solution like ours can help you achieve. PRM takes the principles behind Customer Relationship Management programs, but goes to the next level, allowing you to monitor, manage, and support your sales partners almost as closely as if they were in-house.  In turn, PRM can also make you more attractive to sales partners as well by making their lives easier!

Topics: Partner Collaboration, Channel Partner Onboarding, Marketing Materials, PRM solutions, channel marketing

Mindshare and Your Channel Partners – Are You Getting Their Attention?

Posted by Seth Jacobsen on Dec 16, 2014 3:11:00 PM

We hear a lot of questions related to channel partner relationship management, and invariably the term “mindshare” seems to pop up.  It is an easy concept to grasp but, in practice, is very difficult to obtain. If you are a manufacturer selling through an indirect channel, you know the importance of mindshare. In many cases, your partners are selling your products and services right alongside those of your competitors. In order to gain a leg of up on the competition, you need your partners focused on your products first. That's mindshare. But...how to achieve it?

Topics: prm, partner relationship management, Partner Portal, Channel Partner Training, Partner Collaboration, Channel Partner Certification, Marketing Materials, Performance, prm systems, marketing, communication, channel partner management, PRM solutions, channel partner relationship, mindshare

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