Your Sales Management Guru

AUGUST 10, 2016

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. Future blogs may go into greater detail. A Case Study-.

Channels 40

Channels Lead Rank Lead Scoring Strategy 40

Your Sales Management Guru

JULY 21, 2014

Partner Hiring and Training Lessons from Sage Summit. Non-productive partner companies often hire the best, but fall short at training their talent. In building a channel as a vendor or building a partner organization, that’s the No. How will the vendors work with you and your team? By Ken Thoreson.

Hiring 87

Hiring Training Sage Vendor 87

BuzzBoard

MARCH 14, 2024

Vendor selection is a crucial process that requires careful considerations. Choosing inexperienced or inappropriate vendors can lead to inefficient campaign management, potentially hurting your client’s business. Vendor selection is a critical part of the process.

Outsourcing Services 52

Outsourcing Services Small Business Small Business Comparison 52

Cincom Smart Selling

FEBRUARY 9, 2016

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. If you currently manage a multi-channel operation, you know how naïve this statement sounds. You Need Channel Management.

Channels 83

Channels Sales Management Sales Qualified Lead Collateral 83

Smooth Sale

MARCH 10, 2024

Our collaborative blog offers ideas to help improve your B2B business sales. __ Increase B2B Sales 1. One proven way to avoid a sales mishap is to train your sales department and work with them to achieve common goals. Therefore, consider providing them with the requisite training and equipment to help increase sales.

B2B 106

B2B Top of Funnel How To Sales Qualified Lead 106

Allbound

AUGUST 8, 2018

Making the decision to invest resources in starting a channel partner program can be daunting, sending even the most risk-averse entrepreneurs into a cold sweat. It can also expand your distribution channels, improve your industry knowledge, support your marketing efforts, and increase your lead generation.”.

Channels 48

Channels Benefit Scale Hiring 48

Allbound

AUGUST 8, 2018

Making the decision to invest resources in starting a channel partner program can be daunting, sending even the most risk-averse entrepreneurs into a cold sweat. It can also expand your distribution channels, improve your industry knowledge, support your marketing efforts, and increase your lead generation.”.

Channels 48

Channels Benefit Scale Hiring 48

Sales and Marketing Management

DECEMBER 14, 2020

Is it necessary to train sales reps on new skills? His company is emphasizing training salespeople to be more succinct, precise and sharp, while also focusing on the personal part of relationships to establish trust. Your reps won’t use the tech tools they have if they aren’t properly trained on them.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Cincom Smart Selling

MAY 19, 2016

Are you trying to expand into new markets via a new strategy featuring indirect sales channels? Over and over again, surveys of successful resellers reveal that success is achieved through a partner-to-partner relationship, not a vendor-to-sales relationship. Are you a manufacturer looking for resellers? Here’s some quick advice.

Channels 54

Channels Influencer How To Proposal 54

Smooth Sale

FEBRUARY 4, 2023

Each year, millions of new vendors sign up to offer their wares on the platform. Our collaborative blog asks, Do you want to launch an Amazon FBA business? Related Blog Stories: Unleash Hidden Profits For Your Small Business Through Amazon Consider All Details for Profitable Business Do You Follow Or Lead?

Lead Rank 78

Lead Rank Ideal Customer Profile Hiring Lead Scoring 78

Hubspot Sales

JUNE 1, 2021

If you're broader strategic objective is to cut production costs without sacrificing too much productivity, some operational objectives you might set could be: Speaking to other vendors to see if you can get lower-priced raw materials. Revamping employee training to increase efficiency. Retooling scheduling.

Objections 97

Objections Lead Generation Guidelines Discount 97

Pipeline

APRIL 1, 2024

Break down your sales pipeline into basic parts: Lead generation channels: decide on the channels you will be using to generate leads. Train your reps to understand a lead’s challenge and offer solutions accordingly. Improve your content marketing with valuable and informative blogs, white papers, and e-books.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

Partners in Excellence

JANUARY 26, 2021

We inflict mass, meaningless outreaches across increasing numbers of channels and increasing volumes of suspects. But the biggest issue facing customers is decision confidence–not in vendor selection, but rather, “Are they making the right business decision.” Thanks For Training Me Not To Answer My Phone!

Face-to-face 129

Face-to-face B2B Buyer Vendor 129

Smooth Sale

OCTOBER 28, 2021

Attract The Right Job Or Clientele: Note: Our collaborative Blog provides insights on, ‘Traditional marketing ideas to always include in your campaign.’ Today, banners can quickly get your business noticed by utilizing social media advertising channels and Sponsored Posts, such as Twitter Promoted Accounts/Tweets. Image credit.

Campaigns 78

Campaigns Marketing Advertising Advertising 78

Zoominfo

FEBRUARY 19, 2018

The truth is, most sales reps haven’t received any formal training in this area. 93% of sales executives have not received any formal training on social selling ( source ). Content shared by employees receive 8x more engagement than the same content shared by company/brand channels ( source ). Let’s get started.

Social Selling 184

Social Selling Social Media Decision Maker Ideal Customer Profile 184

Partners in Excellence

FEBRUARY 7, 2021

We have tools, training, processes, programs, systems. Buyers spend only 17% of their time with all vendors. The sales person might be the channel for much of that, perhaps giving the buyers the ability to manage the other 83% of their buying time more effectively. Billions are invested in sales enablement programs, worldwide.

Sales Enablement 91

Sales Enablement Fashion Buyer Research 91

SBI

DECEMBER 9, 2019

Hear Bryan Murphy, Sales Enablement Lead, and Barbara Trevino, Channel Sales Enablement for Rackspace talk about the importance of integration and gamification to a successful program. Barbara Trevino, Channel Sales Enablement, Rackspace. . Barbara Trevino, Channel Sales Enablement, Rackspace. Blog Article.

Webinar Metrics 65

Webinar Metrics Sales Enablement B2C Channels 65

BuzzBoard

NOVEMBER 24, 2023

By serving as an invaluable strategic partner to customers, SaaS software vendors stand to realize faster growth rates. Applying the futuristic ABM trends, software vendors can pick and nurture high-lifetime-value accounts better, shorten time-to-revenue, and foster partnerships across the customer journey.

Account Based Marketing 52

Account Based Marketing Ideal Customer Profile Account Infusion 52

Highspot

SEPTEMBER 20, 2021

For starters, keep reading – with this blog, we’ll demystify the market and help you define what good looks like. They predominantly feature native capabilities for sales content, sales training and coaching. Training and coaching focus in large part on microlearning and delivering content in the moment of need.

Sales Enablement 52

Sales Enablement Face-to-face Marketing Vendor 52

Sales and Marketing Management

DECEMBER 14, 2020

Is it necessary to train sales reps on new skills? His company is emphasizing training salespeople to be more succinct, precise and sharp, while also focusing on the personal part of relationships to establish trust. Your reps won’t use the tech tools they have if they aren’t properly trained on them.

Demand Generation Targets 120

Demand Generation Targets Outsourcing Services Face-to-face Travel 120

Allbound

AUGUST 29, 2018

No matter what industry you’re in, chances are you rely on indirect sales channels and partner programs in order to rapidly scale revenue. The best PRM solutions offer a robust environment for everything from channel partner onboarding and training to lead management and co-marketing opportunities. Benefits of a PRM Platform.

Scale 48

Scale Collateral Channels Distribution 48

Tenfold

AUGUST 30, 2017

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. You also look into industry forums to see what your peers have to say about the many vendors in the CTI market. The Multiple-Channel B2B Buyer.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Allbound

SEPTEMBER 12, 2018

As AppDirect co-CEO Daniel Saks points out , “80% of on-premise software vendors operate a channel program to enable other companies to sell their products, while only 20% of SaaS vendors operate similar programs.” They will also provide co-marketing resources, shared training and development resources, and certifications.

Commission 112

Commission Referrals Hubspot Marketo 112

Tony Hughes

NOVEMBER 4, 2018

I was, after all, the Managing Director for a global CRM vendor in Australia before leaving the corporate world in September 2012 to start my RSVPselling consulting business and career as a keynote speaker. Also follow the award winning LinkedIn blog here or visit Tony’s leadership blog at his keynote speaker website: www.TonyHughes.com.au.

CRM 82

CRM Strategy Customer Epiphany 82

PandaDoc

OCTOBER 3, 2023

Machine learning and artificial intelligence can handle them: analyze tons of data and make strategic predictions, cover multiple communication channels, provide valuable advice, and automate most of your routine tasks. Sales managers then organize training sessions focused on these features, improving the teams’ pitches.

Lead Rank 52

Lead Rank Sales Process Lead Scoring Outsourcing Services 52

Highspot

OCTOBER 13, 2020

Content marketing refers to the process of creating and distributing assets such as eBooks, whitepapers, and blogs with the intent of generating leads for a business. Content marketing assets can be distributed via outbound efforts, like sales prospecting, or via inbound channels, like your company website. Blogs/articles.

Top of Funnel 96

Top of Funnel Sales Enablement Marketing eBook 96

Alice Heiman

JULY 10, 2019

Each social media channel has a different purpose, audience and best way to use it. It’s important to think through which channels your customers are most likely using and which are best for you. Often overlooked, it is critical for everyone on your team to connect to each other, your customers, vendors, referral sources and prospects.

Prospecting 114

Prospecting Social Media Ideal Customer Profile Trade Show 114

CloserIQ

APRIL 23, 2019

There’s an estimated 830-plus vendors (see landscape graphic below) offering solutions and it’s a growing list. Some areas to look could be: Training — are the right pitches, cadences and behaviors being cycled through the sales floor? Ask your vendor for references so you can talk to their previous customers. 11) Experiment.

Lead Rank 88

Lead Rank Scale Top of Funnel How To 88

SBI

JANUARY 14, 2020

the industry’s only data-driven sales readiness platform , today unveiled plans for READY20 , the first and only sales enablement event dedicated exclusively to improving the readiness, training and coaching of today’s client-facing teams. Brainshark , Inc., January 14, 2019 — Brainshark , Inc., 1 Forrester Research, Inc.,

Sales Enablement 86

Sales Enablement Webinar Metrics Face-to-face SAP 86

Miller Heiman Group

JULY 11, 2019

Deliver Consistently Great Customer Experiences on Every Channel. Today, the buying process allows sellers to engage with buyers at multiple touchpoints—on websites, through email, phone—and through multiple contacts, whether through inside sales, field sales, channel partners or service representatives. Are You World-Class?

Customer 55

Customer Face-to-face Top of Funnel Channels 55

Your Sales Management Guru

MAY 24, 2017

From a Sales Management perspective it means you focus on discipline, accountability and control (see past blogs for insights), but specifically Brilliant Execution means that you have a: Quarterly sales training plan and you follow through with it. His blog has been rated in the sales blogs in the world!

Channels 46

Channels Analysis Vendor Energy 46

Vengreso

MAY 2, 2019

When you consider the most recent solution you purchased, how did that vendor get their first meeting with you and begin to win your confidence? What’s one of the best examples of a vendor who transformed into a trusted partner with you? Omni Channel Touchpoints. How does a sales rep bring value in their engagement with you?

Marketing 99

Marketing Webinar Metrics Buyer Persona Lead Rank 99

Trinity Perspectives

JULY 21, 2021

Go An Inch Wide and A Mile Deep: When I first set up Trinity, if you’d asked me what I did, I would have said ‘Sales Training and Channel Management Advice” or something equally bland.

Networking 62

Networking Vendor Quota Channels 62

Trinity Perspectives

JUNE 30, 2021

Go An Inch Wide and A Mile Deep: When I first set up Trinity, if you’d asked me what I did, I would have said ‘Sales Training and Channel Management Advice” or something equally bland.

Networking 62

Networking Vendor Quota Channels 62

Allbound

SEPTEMBER 26, 2019

In this blog series, we’ll discuss the 5 key components of next-generation partner management. It sets priorities in stone and will help motivate and channel energies. You can read more about stand-out channel marketing content in this blog post. That’s important, considering they may be selling for multiple vendors.

Loyalty 52

Loyalty Collateral Sales Cycle Channels 52

MarketJoy

JULY 27, 2018

Long gone are the days where buyers relied on salespeople to be their sole education channel. As a marketer or salesperson, how can you use these tools and channels to your advantage? Whereas consumers have no problem switching from one vendor to the next at the drop of a hat, companies don’t have the same agility.

B2B 64

B2B Lead Rank Lead Scoring B2C 64

Partners in Excellence

DECEMBER 26, 2016

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. Many of those conclude, “social channels are the answer.”

Face-to-face 53

Face-to-face Social Selling Referrals Channels 53