Channel Sales Not Performing? Five Common Challenges Facing Channel Managers

Cincom Smart Selling

As a manufacturer, you know the important role of your channels. The ability to sell indirectly through channels gives you the ability to focus on what you do best: developing, designing and producing a product. While dealer and distributor channels can be a huge help, if not handled properly, they can become a great burden and create unnecessary inefficiencies. Channel managers face many challenges, but some are more prevalent than others.

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. I recently featured a few of Gitomer’s videos on writing sales emails on this blog.

Trending Sources

Channel Visibility Reveals Unique Sales Workflows in Multi-Channel Organizations

Cincom Smart Selling

Distributing product through multiple channels means accommodating multiple sets of needs, competence levels and knowledge. Each channel is unique to some degree, and that means each channel has unique requirements as well. Discerning the nature of those requirements requires visibility into the individual sales channels. You rely on a number of distribution channel partners to address these different markets.

Video: Combating Chaos in Channel Sales with CPQ

Cincom Smart Selling

As a channel manager, you know that your indirect sales channel can be an excellent source of revenue. Unfortunately, it can also introduce new elements of chaos into your organization that extend beyond the channel management team. Channel Challenges.

CPQ Facilitates Multi-Channel Selling

Cincom Smart Selling

Multi-channel selling presents many challenges to sales and marketing managers and strategists. And, the more diverse and numerous your sales channels, the more likely you are to encounter some or all of these problems. How Does Configure-Price-Quote Help Manage Multi-Channel Selling? We will examine each of these elements separately to see how they can aid the user in effectively managing diverse sales channels collectively and individually as needed.

How to Approach Multi-Channel Marketing


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.

Leads 14

Here’s What Every Business Should Know about Multi-Channel Sales Management

Cincom Smart Selling

In many ways, managing multiple sales channels is like climbing that mountain—it looks easy until you really get into the process, and then the challenges and difficulties become all too apparent. I don’t know how many times I’ve heard marketing folks declare during a midyear progress meeting that the sales numbers for that year can still be made, we just need to open up an indirect channel. If you currently manage a multi-channel operation, you know how naïve this statement sounds.

Sales 23

Social Selling Home Base Should Be Your Blog

Fill the Funnel

Your social selling home base should be your blog. Your blog should become your platform from which everything you do online will originate. A real blog, with your own domain name (hopefully your name) if available will serve you and your career for years to come.

How to Win Channel Partners and Influence Sales

Cincom Smart Selling

Are you trying to expand into new markets via a new strategy featuring indirect sales channels? The post How to Win Channel Partners and Influence Sales appeared first on Cincom Blog. Smart Selling channel partners CPQ software dealers manufacturing resellersI was visiting a company several years ago, and while I was there, I noticed these little signs. They were tacked up everywhere—on the office walls and in the hallways, elevators and conference rooms.

Sales Focus: Online Channels vs. Traditional Tactics

The Pipeline

Community-style message boards, blogs, and websites may also be ideal channels to add to your digital strategy. The Pipeline Guest Post – Megan Totka. The Internet has opened up a whole new world of marketing and advertising tactics.

Channel Management Strategies: Using CPQ to Improve Customer Experience

Cincom Smart Selling

An alternative is a multi-channel strategy. Moving to or adding an indirect channel can be very effective, but there are issues to consider , and your end-users will frequently be the ones affected by the issues involved. If your company is used to communicating directly with the customer, adding an indirect selling channel between you and the customer is going to cut off much of that interaction. Your sales channel may or may not understand or embrace that messaging.

View IT as a Channel Strategy? Maybe It’s Time We Did.

Cincom Smart Selling

With channel sales teams relying so much on evolving technology, CIOs are in a key position to have a tremendous impact on a sale’s success. However, in today’s fast-moving digital landscape, channel sales teams can easily bypass IT by bringing their own devices or even engaging with external platform providers on their own when they feel it’s expedient to do so. The post View IT as a Channel Strategy? appeared first on Cincom Blog.

Does Your Blog Reinforce These Brand Expectations?

Increase Sales

Your target audience holds specific brand expectations when it comes to your blog. As to how customers access a company’s blog also reveals certain marketing behaviors. Is the blog delivering potential meaningful and encouraging conversation?

Leadership Is the Heartbeat of Your Blog

Increase Sales

Next month this blog will celebrate its fourth birthday. Then I started re-reading some of the blogs of my colleagues to noted business and sales gurus. When leadership becomes the heartbeat of any blog from business growth to self improvement, there exists a different tone within those written words. People continually communicate with me why they enjoy this blog as well as some of the others I share through the various social media channels.

Sales Blogging - Do As I Say, Not as I Do

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan It''s a big problem with many of the sales blogs you read. We go to market through a global network of certified partners - our channel - and we spent considerable meeting time talking about them.

Jonathan Farrington's Blog ? How To Measure Your ?Social Value?

Jonathan Farrington

Then came sales articles sites and blogs – all in the last five years – and this offered us an alternative route to gain recognition; to educate; to hopefully inspire and motivate. Your blog (present or absent). Your YouTube channel. Jonathan Farrington's Blog.

Churn 58

Managing Multichannel Selling

Cincom Smart Selling

There is a perception that managing multiple sales channels makes the use of a CPQ solution too difficult to bother with; that’s an unfortunate misconception. Managing a sales channel is all about making sure the sales operation within the channel has everything it needs to move your product efficiently and correctly in terms of satisfying the needs of your end-user. With multiple sales channels, it means making sure that each has their individualized needs met.

Building a Sustaining Partner Community: a Channel Strategy

Your Sales Management Guru

Channel Strategy: Building a Sustaining Partner Community. -A What I would like to do in this blog is attempt to document and tell the story of one Worldwide channel focused software organization that did it the best– at building their channel.

Using Referrals and Affiliate Links in Online Business

The Pipeline

Studies have shown that people who become customers through referrals go on to be more loyal and profitable than customers that are acquired through other sales channels. Affiliates can bury links to products inside just about anything, from blog posts to paid advertisements.

Improve Sales Performance – What’s Holding You Back?

Cincom Smart Selling

appeared first on Cincom Blog. Smart Selling channel sales Channel Sales Management salesIf you want to improve sales performance, you first need to understand that selling is a tough racket. Anyone who ever picked up a brief case, knocked on a door or made a cold call knows that much of the day is spent just overcoming obstacles.

Sales 10

Adapting an ABM Approach for Account-Based EVERYTHING

DiscoverOrg Sales

This post is an original piece from guest author, Brandon Redlinger, and first published on DiscoverOrg’s blog on 3/27/2017. You can find me on most social channels, but I’m most active on LinkedIn.

Social Media Is a Marketing Tool Not Just for B2C – But Also for B2B By Debbie Laskey, MBA

Increase Sales

The business uses social media channels, Twitter and/or Facebook, to voice its concerns and then waits just like everyone else for a response and a resolution of its problem. Follow Debbie on Twitter ( [link] and Facebook ( [link] ), and visit her blog at [link].

Who’s In Charge of Order Prevention at Your Company?

Cincom Smart Selling

appeared first on Cincom Blog. Smart Selling Channel visibility CPQ salesOrder prevention isn’t restricted to inventory shortages, point of sale errors or poorly designed customer portals. Even companies with highly trained sales forces and high performance Order Management Systems can stumble. Every sales rep has had this experience. The proposal presentation goes well, the pricing is accepted and everything points to a green light.

Social media ROI sucks! (Or, you can prove anything if you send out a survey)


Social media marketing is now precariously ensconced as a more-or-less mainstream marketing channel. Companies try to dutifully engage with customers and prospects on all the main social channels, plus as many of the secondary ones as possible.

Is Your Sales Process Cramping Your Style?

Jonathan Farrington

Far too frequently, competent salespeople are expected to channel their own activities into the areas that will produce the quickest wins. General Best Sales Articles Best Sales Blog Posts Best Sales Blogs Sales Process Top Blog Posts Top Sales Articles Top Sales Blog Posts

A B2C Buying Trend That Will Impact B2B

Sales Benchmark Index

Now is focused on threatening traditional B2B distribution channels. B2B Marketing leaders have an opportunity to generate new lucrative channels. The purpose of this blog article is to start the conversation with you about the future.

B2C 101

Multi-Channel Sales Drive Growth for Manufacturers

Cincom Smart Selling

Why should you care about CPQ and multi-channel sales? For many enterprises, especially those that are currently operating via a direct or single-channel sales organization, the lure of adding channels and going to an indirect model is strong. Luckily, there are also some sales tools that companies can rely on to offer wide-ranging sales support to multiple-channel sales organizations or even omni-channel sales support. CPQ supports multi-channel sales.

Multi-Channel Sales Drive Growth for Manufacturers

Cincom Smart Selling

Why should you care about CPQ and multi-channel sales? For many enterprises, especially those that are currently operating via a direct or single-channel sales organization, the lure of adding channels and going to an indirect model is strong. Luckily, there are also some sales tools that companies can rely on to offer wide-ranging sales support to multiple-channel sales organizations or even omni-channel sales support. CPQ supports multi-channel sales.

39 Useful Things to Post on Twitter

The Sales Heretic

The micro-blogging service gives you a direct, unfiltered communication channel with both prospects and existing customers. Sales articles blog customer insights PR prospect social media tweet TwitterTwitter—like other social media sites—has enormous potential as a sales tool. It’s unlimited PR in 140 characters or less. To maximize Twitter’s effectiveness, however, you need a following. And to develop a following, you need to post content (“tweets”) that [.].

Creating Crap At The Speed Of Light!

Partners in Excellence

These high performers are successful not just because they leverage social selling, but because they know what’s important to customers and engage them through many channels but in ways that engage the customer about things they care about. It’s not the channel.

Stop Wasting Your Time On Social Selling!

Partners in Excellence

I think it’s a fair question, many people wonder whether they should be investing in social channels, how much time to invest, whether there is a payoff. The amount of time and channels will vary for everyone, so there is no “right” answer.

Infographic: How sales has evolved since the Mad Men era


In the 1960’s Don Draper from the popular show Mad Men and his colleagues at a fictional advertising firm on Madison Avenue were the center of the marketing and sales universe, controlling all channels of influence. It truly is a new Don.

Re-evaluating Partnerships – When to Retire Them

Sales Benchmark Index

How do you know if it’s time to retire a channel partner or dealer? In a recent blog I provided guidance on knowing which partners to invest in. This is great knowledge to have. However, there is a flipside to every coin.

In Sales – The Four Elements Of Skills Learning: They Go Hand-In-Hand

Jonathan Farrington

The successful salesperson channels their energy into creative, productive channels leading to pre-defined goals. General Top Sales academy Top Sales Blog Post Top10 Sales Blog Posts

How B2B Buyers Search for Tech Solutions


Other notable online resources include third party websites (34%), such as blogs and industry websites, and online user reviews (41%). This share spans across a variety of channels. The Multiple-Channel B2B Buyer. Smart, Targeted Channel Mix.

Content Marketing Is the NEW Be There or Be Square

Increase Sales

When I talked about content marketing specific to the effectiveness of article marketing or having a blog, the advisor looked at me like a deer trapped in the headlights. Social media is the primary delivery channel for content marketing.

B2C 76

Do You Sell Using a “Push” or “Pull” Strategy?

The Sales Hunter

“Push” marketing is focused around loading up the channel, advertising heavily and trying to convince the customer to buy. (Yes, I know the true marketing definitions of these are much more complex. I’m just trying to be simple in the context of this blog.).

Sales managers need feedback too!

Sales Training Connection

In regard to this type of feedback, successful sales managers work with their sales teams to develop a communication channel for surfacing the problems and addressing the best ways to solve them. Sales Coaching. We have written a number of posts on sales coaching.

Time to Kick Your Social Marketing into High Gear Part 3

Increase Sales

When sales professionals and SMB owners decided to incorporate social marketing as one of several marketing channels, this is not a one time event or a sporadic action. This particular marketing channel does take time and is not the quick fix to increase sales.

How Social Media Influences Market Reach

Increase Sales

Social media probably better than any other marketing channel achieves market reach with in many cases very little capital outlay. During the past several years, I continue to contribute to her Tough Love for Business Blog. To ignore this viable marketing channel is just plain foolish.