Maximizing Throughput in the Indirect Sales Channel

Sales Benchmark Index

Joining us on SBI TV is Joe Vitalone, Chief Sales and Marketing Officer at Razberi Technologies, and the top expert at developing and executing a sales strategy at scale through channel partners.

How to Enable a New Sales Channel

Sales Benchmark Index

Article Sales Strategy SBI for SMB b2b sales enable channel enable new channel new sales channel sales channel

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Who Should Choose the Channel for Your New Go-to-Market?

Sales Benchmark Index

If you are a CEO whose company sells exclusively to the end-user of your product or service and you are confident that is the optimal go-to-market motion, this article isn’t for you. However, if you are a CEO who: Is actively considering.

How to Get More Revenue from Channel Partners

Sales Benchmark Index

Article Sales Strategy b2b sales b2b sales leader channel optimization channels sales

How COVID-19 is Impacting B2B Marketing Plans

Speaker: Tom Pick, Chief Digital Marketing Consultant, Webbiquity

B2B Marketing Zone and Tom Pick, a well-known B2B Marketing expert, recently conducted a survey of over 450 senior B2B marketing professionals about the impact of COVID-19 on their B2B marketing plans. The results were not surprising in some areas, but were very surprising in others. Don’t miss this webinar, where Tom will share findings from the survey, from additional market input, and from the audience. By registering, you will get access to the full survey report.

How to Cover the Market with Direct and Indirect Sales Channels

Sales Benchmark Index

Corporate Strategy Podcast Sales Strategy b2b sales channel management cover the market finn faldi indirect channels indirect selling channels manage channels partner revenue officer PRO title Sales Channels select channels

Do I Have the Right Sales Coverage and Channels?

Sales Benchmark Index

Today’s article is focused on sales coverage and sales channels as part of the corporate strategy. Article Corporate Strategy b2b marketing b2b sales ideal customer profile propensity to buy Sales Channels Sales Coverage

Sales in a Digital World: Adopting an Omni-Channel Approach

Sales and Marketing Management

These factors converge to present an opportunity – and challenge – for B2B merchants: adopt an omni-channel sales approach or miss out on significant revenue. What Is Omni-Channel? So how can an organization ensure that their omni-channel approach meets buyer expectations?

The Ultimate Guide to Channel Sales

Hubspot Sales

What is channel sales? In a channel sales model, a company sells through third partners -- affiliate partners (who get commission on each purchase), resellers, value-added providers (who typically bundle your product with their own), or another entity that doesn't work for it directly.

3 Steps to Drive More Return on Your Partner Marketing Investment

Sales Benchmark Index

You Chose to Work With Channel Partners for a Reason. At some point in your company’s evolution, you made the strategic decision to work with channel partners. Maybe these partners had better brand recognition. Perhaps you needed to scale without the.

45 Top YouTube Channels for Marketing Professionals

Zoominfo

For this reason, we recently published comprehensive lists of helpful YouTube channels for recruiters and YouTube channels for sales professionals. Up first on today’s list is a channel called Social Triggers TV. Go browse their channel for inspiration and advice!

A Partner Strategy Without Sales Operations Alignment Is Destined for Trouble

Sales Benchmark Index

Are Your Sales Operations Chaotic? It is a story told time and time again. As a Sales Operations leader in your organization, every day feels like an uphill battle. You have KPI’s to hit and leadership is looking for results.

Leverage Your Channel Sales Partners to Grow Revenue, with Jay McBain, Episode #115

Vengreso

For the first time ever on the #SellingWithSocial podcast, my guest and I address how sales organizations can identify and build relationships with channel sales partners to drive sales. Jay leads Forrester’s research and advisory for global channels, alliances, and partnerships.

Do You Have Enough Selling Heads to Make Your Number in 2018?

Sales Benchmark Index

Article Sales Strategy account coverage b2b sales leaders CAC external channels head of sales ideal customer profile increase productivity per head inside sales internal channels key accounts LTV market coverage market segmentation optimize optimized sales channels production ramp to productivity Sales Channels sales leaders sales optimization sales productivity sales reps sales solutions sales team sellers selling team strategic accounts

Direct Mobile Dials are Fueling B2B Communication Channels

Lead411

One way to alleviate this anxiety is to reach out via multiple channels to find the best way your prospect or customer prefers to communicate. There are downsides to email, including spam traps, and inbox overload, as the average American receives 121 emails a day (40 of which are B2B emails).

9 Killer B2B Demand Generation Strategies To Fuel Your Marketing

Sales and Marketing Management

Here are nine effective B2B demand generation strategies you can follow to boost your marketing campaign’s efficiency in 2020: 1. Digital advertisement spending for various marketing platforms is increasing due to tight B2B advertising budgets.

Direct Mobile Dials are Fueling B2B Communication Channels

Lead411

The post <h1>Direct Mobile Dials are Fueling B2B Communication Channels</h1> appeared first on Lead411. Time is always a key factor in sales.

Keeping the Lights on Through the Crisis – What Do We Do Now?

Sales Benchmark Index

An executive team sits in front of their computers watching the concerned and, in some cases, confused faces of one another. They have completed the gut-wrenching discussion about who stays and who goes, either permanently or temporarily, to provide some.

Top 3 Sales Strategy Priorities of CEOs

Sales Benchmark Index

Our guest today is Rob Hornish, the President of Americas Sales for Polycom. Rob has 20 years of sales leadership experience in the high-tech industry sector, with a proven record of building, scaling and developing high performing teams. Rob and.

Unlocking the Secrets of Revenue Attribution

Sales Benchmark Index

Joining us on is Sarah Kennedy Ellis, the Chief Marketing Officer for Marketo, the leading marketing automation software provider. Below is a timestamped summary of the show segments and the topics covered. If you’d prefer to listen to the podcast.

Creating Interlock Between Sales and Marketing

Sales Benchmark Index

Joining us on the SBI Podcast is Stephen Thomas, SVP of Global Sales for Armor Cloud Security. Armor is a hybrid cloud security service that integrates advanced analytics, global threat intelligence, and continuous response capabilities into a single platform that bolsters.

How a Marketing Leader Leverages Omnichannel

Sales Benchmark Index

As marketing leaders, it makes sense to explore multiple channels to reach your target audience. How do you decide which channels will be worth the. With so many options, it quickly becomes not only expensive but also difficult to manage.

Resolving the Customer Success Tension

Sales Benchmark Index

Dave Moore is the SVP of Sales for Businessolver a leading provider of benefits administration, technology, and services. In a phrase, they help organizations manage their healthcare spend as it relates to employee benefits. Tune in to hear more from Dave on the.

5 Ways These Remarkable Channel Leaders are Improving Their Partnerships

Allbound

Being a channel manager isn’t an easy job. While a Google search will provide plenty of “best practices” for channel management, we wanted to take a deeper dive. In this post, we sought advice from leaders that are on the front lines of channel management.

How to Approach Multi-Channel Marketing

SugarCRM

Multi-channel marketing is now a must. Which channels you use and how you use them can make all the difference. And you likely use each channel in a different way and for different purposes. Because you shouldn’t just be asking which one channel is right.

How to Implement and Utilize an ABM Program to Maximize Potential

Sales Benchmark Index

Sangram is one of the 21 B2B influencers to watch by the B2B News Network. Joining us on the SBI Podcast is Sangram Vajre, Chief Evangelist and Co-Founder of Terminus. And many in the audience know Sangram as the founder.

To Get B2B Leads, Pick Up the Damn Phone!

No More Cold Calling

Ten years later, his advice is even more relevant than it was back then—for college graduates starting their careers, and for salespeople looking to get B2B leads. They don’t fill your pipeline with qualified B2B leads. Your prospects aren’t just B2B leads—they’re people.

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Prospects Are Sending Purchase Intent Signals—Are Your Resources Properly Aligned?

Sales Benchmark Index

You are already doing Market Segmentation, which is a great start, but how do you rank accounts within your segments to find the best opportunities?

Stop Treating Distribution Channels Like They Don't Matter

Hubspot Sales

A recent Forrester report , commissioned by Mediafly , revealed B2B enterprises overwhelmingly provide tools and training to their direct sellers over their indirect or partner channels. 5 Reasons to Stop Ignoring Distribution Channels.

The Ultimate List of YouTube Channels for Sales Professionals

Zoominfo

Not too long ago, we compiled a list of top-notch YouTube channels for HR and recruitment professionals. Now, on to the ultimate guide to the YouTube channels producing the best sales content today! If you’re in need of a sales reboot, check out the Criteria for Success YouTube channel.

Data Revealed: The Most Popular Slack Channels Every Sales Team Needs

Troops

Of the three, this the big one: 35% of sales organizations using Slack have dedicated channels for every customer and prospect. 35% of Sales Orgs Have Dedicated Channels for Their Most Important Opportunities and Clients. These channels usually included the customer name.

Top 10 Problems with Channel Sales - Don't be Held Hostage

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan When most sales bloggers write about selling, we almost always discuss direct B2B sales. Ignored in all of these articles are those clients and companies that sell through channels. Channel sales is quite different.

Will “Demo Automation” Work for Your B2B Sales Organization?

Smart Selling Tools

Channel Partners who are surrogate salespeople. As a Senior Director of Sales Consulting at Oracle, Tod and his team of Sales Engineers and Solution Consultants support the sales team in their division and are responsible for onsite and remote demos.

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How a Multi-Channel Approach to Prospecting Influenced 73% of our Sales Pipeline

Hubspot Sales

It also explores how social media fits into a true multi-channel approach. I'm the host of The B2B Revenue Executive Experience podcast and, I'll admit, it's been a lot of work. Then, we apply a multi-pronged approach to sharing it through social media channels.

This Is What Has Made B2B Sales More Challenging

Anthony Iannarino

Not too long ago, people believed the most significant changes in business-to-business sales were the internet and the social channels. Greater accountability makes sales challenging, especially in B2B sales. Sales B2b Sales Complex Sales consultative sales Trends in B2B Sales

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The 33 Best Sales Training Video Channels on YouTube

Hubspot Sales

Whether you and your team need some bite-sized instruction, a full course correction or just a bit of motivation, there’s a wide variety of YouTube sales training channels that can help you. If his stamina alone isn't enough to inspire you, his YouTube channel -- "Success Channel" -- will.

9 Essential Stages for Every B2B Pipeline

Hubspot Sales

Most legacy B2B pipelines had the following stages: Lead generated — (also known as lead assigned) defined a lead that met basic criteria of a contact who had interest into the product or service. B2B Sales Pipeline. Let’s review the standard stages of a modern B2B sales pipeline.

5 Ways to Attract More Channel Partners

Allbound

If you’re running a channel sales operation, you know that attracting the right partners is crucial. Currently, 60 percent of channel partners report needing better systems and processes to ensure quality, which means you need to have a solid recruitment plan in place.

In an Omnichannel World, Do Territories Even Matter?

Sales Benchmark Index

It’s Time for Annual Territory and Quota Planning – What Are You Going to Do Differently This Year? As a sales leader this time of year, you have a lot on your plate. As you approach Q4, it is the time.

How B2B Sales Teams Can Navigate Uncertainty

Hubspot Sales

One of the most essential things B2B businesses can do during times of uncertainty is invest in new content. Bridge the gap between traditional sales channels and where your consumers are currently getting their information to create new ways to connect with your audience.

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