How to Adapt to the Well-Educated Modern Buyer

Sales and Marketing Management

Author: Kelly Bosetti Salespeople once played a significant role in educating buyers about their options and helping them come to a decision regarding a product or service, but times are changing. Online reviews and company websites are the two primary platforms for research, but other channels such as social media can provide valuable information, too. Reaching More Educated Buyers.

8 Things Your Channel Can Learn From American History


The same pattern of growth and decline that was experienced by Americans throughout the years, can be expected to take hold of any sector of your business, including the channel. Here are eight key factors your channel can learn from American History: 1. Set partners up for success by giving them the right tools, resources, and education to allow them to be successful. If things are not going as planned in your channel partner program, change them.


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


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. This topic is of increasing relevance in the sales world because over 75% of world trade flows indirectly, through channels other than direct sales. Jay leads Forrester’s research and advisory for global channels, alliances, and partnerships. Want To Build A Channel Strategy?

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. Another potentially game-changing strategy: Using a channel sales model. The Definition of Channel Sales. With channel sales, you rely on third parties to sell your product or service.

Promoting Customer Success with Diverse Learning Channels

Speaker: Chrissy Irvine, VP Customer Success, SmashFly, and Hannah Leary, Customer Success Operations Specialist, SmashFly

Whether it’s standing in line at the grocery store or in their Customer Education program, it’s no secret that today’s customers often seek out self-service options. Tune in to learn how (and when) to blend on-demand and instructor-led training, and discover why customer success and scaled education programs go hand-in-hand.

Using Your PRM for Channel Sales Enablement


At the core of channel sales enablement is the assurance that channel partners can function autonomously while vendors maintain and manage consistent branding, messaging, and more. According to the CSO Insights 2016 Channel Sales Optimization Study , 46.9 percent of companies surveyed were not using partner relationship management (PRM) technology, and few companies reported having a clear picture of their channel partners’ opportunity flow.

How To Boost Channel Sales & Clean Up Your Partner Pipeline


The best, most successful channel partnerships are built on a strong foundation that consist of establishing a business plan, educating, and training on the product or service, and ensuring a clear vision and mutual understanding of goals—from day one. What Is Channel Sales? Unlike direct sales, in which a company sells a product or service directly to the end user, channel sales relies on a third party to take a product or service to market.

What Does Successful Channel Partner Onboarding and Enablement Look Like?


The best, most successful channel partnerships are built on a strong foundation that consist of establishing a business plan, educating, and training on the product or service, and ensuring a clear vision and mutual understanding of goals—from day one. What Is Channel Sales? Unlike direct sales, in which a company sells a product or service directly to the end user, channel sales relies on a third party to take a product or service to market.

Ask the Experts: Channel Success Tips for 2020


Channel partners provide several benefits to your company. Successfully managing partner relationships and maintaining channel sales results is key to your success. We asked some of the top channel leaders about the keys to partner success: 1) Put In The Work for Your Partners. “To To us, successful channel partnerships are about reversing the logic from them selling on behalf of you, to you selling on behalf of them. Ken Tripp, Director of Channel Accounts at Netwrix.

What will happen in channel sales because of COVID-19 (Coronavirus)


Sandy Potter, Allbound’s Director of Channel, advises on how to manage indirect sales during this crisis: Now, more than ever, the health of your partner ecosystem is critical to your success. While conferences are great opportunities for deepening personal relationships, we can’t rely on them as our primary medium for educating our channel teams. Are you providing robust digital experiences to your channel?

Building Your Customer Education Brand: Using Customer Champions to Drive Widespread Program Adoption

Speaker: Natasha Husein, Product Marketing Manager, Clever

When you’re building a Customer Education program, your efforts will largely focus on content creation and strategy. In the midst of that development, it’s easy to overlook another core component of your program: marketing. In this webinar, Natasha Husein, Product Marketing Manager at classroom learning technology company, Clever, will present her strategy for branding Clever Academy, and creating customer champions that drive widespread program adoption across its broad user base.

5 Ways These Remarkable Channel Leaders are Improving Their Partnerships


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. We spoke with three channel leaders from different industries. The channel leaders we spoke to about this article are: Ryan Klekas, Partner Manager, Bombora. Tristan Moore, Channel Account Manager, OtterBox.

Part 3 to Establishing a Channel Sales Model: Closing Your Partner


Want more information around channel partner sales? The Foundation of Successful Collaboration : Partner engagement is the foundation of channel sales success. How to Motivate Channel Sales Reps to Sell More : Unless your salespeople are ambitious, driven, and determined, they won't overcome the hurdles of channel sales. Ask These 5 Questions : Channel partners require materials to educate, engage, and sell prospects.

Part 3 to Establishing a Channel Sales Model: Closing Your Partner


Want more information around channel partner sales? The Foundation of Successful Collaboration : Partner engagement is the foundation of channel sales success. How to Motivate Channel Sales Reps to Sell More : Unless your salespeople are ambitious, driven, and determined, they won't overcome the hurdles of channel sales. Ask These 5 Questions : Channel partners require materials to educate, engage, and sell prospects.

5 Ways to Attract More Channel Partners


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. Here are five ways to attract the best channel partners: 1. With this strategy, your organization can establish authority, and channel partners will feed the demands of their customers with your offerings.

How to Use Video Throughout the Buyer's Journey

Speaker: Zach Basner, Director of Video Training and Strategy, IMPACT

Forrester Research Group reports that on average 70% of a buyer’s purchasing decision is made before engaging with a sales team. That’s staggering; and it means that we must educate and provide the best answers for our prospects at every stage of their journey. So the question is: will you choose to be an educator in your industry?

How to Read Your Audience and Structure Your Multi-Channel Marketing Accordingly

Sales and Marketing Management

That is why it is crucial to know your audience when you’re structuring your multi-channel marketing. Your audience is more educated, motivated, and engaged than ever before. Understanding their motivations is paramount in designing an effective multi-channel marketing strategy. More than that, by identifying the channels prospects are more likely to react to, you can feed them with the exact information they need to convert.

The Ultimate List of YouTube Channels for Sales Professionals


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! On Jeb’s YouTube channel you’ll find video content related to everything from sales leadership to women in sales. Check out the Sales Hacker YouTube channel for a wide range of content, from talk about sales readiness to developing curiosity and passion.

“Sales Is Just Another Information Delivery Channel”

Partners in Excellence

In the distant past, sales people were a primary channel for customer for educating customers about solutions and providing information. Customers had few convenient channels to learn about solutions and new approaches to their business. Company web sites, industry web sites, peer discussion groups, other web based and traditional channels have become key sources of information for prospects and buyers.

Hidden Obstacles Can Sink Your Best Customer Experience Efforts

Sales Benchmark Index

You have a variety of channels to meet customers along their journey. You know they are reading your emails. They are actively downloading information and filling out forms. They even had conversations with your representatives and are “very satisfied” with.

A Conversation With Ryan Arnett: Using Sales Assets to Educate, Inform, and Understand Buyer Intent


At DocSend, the company’s focus on delivering content management and tracking solutions to help teams securely share documents has made Ryan a true expert on educating, informing, and understanding buyer intent. The buyer intent is there, and it is possible for you to find it, but it’s about finding the channel and the message that will bring it to the surface. What can you recommend to our readers in the way of further reading or education? Ryan Arnett, VP of Sales, DocSend.

Do You Have A Proven Resource:  Introducing the Sales Experts Channel

Smooth Sale

Attract the Right Job or Clientele: Deb Calvert, The Sales Experts Channel provides today’s Blog Story and her Proven Resource! Why I Created the Sales Experts Channel to Be A Proven Resource: I launched The Sales Experts Channel in 2017 with this stated Mission: “ _.”. The Sales Experts Channel is a rapidly-expanding library of content that’s designed to educate and inspire sales professionals at every level. Is the Channel for You?

15+ Helpful YouTube Channels for HR and Recruiting Professionals


Keep reading as we uncover the top 17 YouTube channels for HR and Recruiting personnel! The Recruiting Blogs YouTube Channel offers a comprehensive library of content including relevant news, tools, webinars, and conversations from the RecruitingDaily and RecruitingBlogs team. This YouTube channel is dedicated to those talks so that anyone anywhere can keep up to date and join the debate! Their YouTube channel reflects the values and interests of their company as a whole.

The Problem with Marketing, It’s an Ongoing Decision Making Process

Increase Sales

With all the types of marketing channels available from paid advertising to social media posts such as content marketing to referrals, chaos can quickly take over. Regardless of the marketing channel being used, much of the basic information is derived from your strategic plan where you have invested the time for both internal and external appraisals. Marketing Channel of Paid Advertising. Marketing Channel of Social Media Posting Through Content Marketing.

How to Optimize A YouTube Channel for SEO Success


YouTube is often referred to as a social media platform—used to share immersive, high-quality video content that educates and engages potential prospects and existing customers. source) As such, modern marketers must take note: It’s no longer enough to post the occasional video to your YouTube channel and expect results. In order for a YouTube channel to drive real marketing success, today’s marketers must adopt a calculated approach– similar to the way many marketers approach SEO.

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

Smart Selling Tools

Instead of doing this manually, Demo Automation uses technology to automate the process by querying the prospect with brief discovery questions, then automatically customizing the product education experience to the customer’s unique interests. Be educational and persuasive in order to get the prospect to act. So, I’m somewhat surprised to see these kinds of objections appear when similar self-directed educational technology is applied to the sales role and process.

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How Allbound’s Customer Success Team Creates Engaging Partner Programs


Are partners actively engaging in training and education programs? For example, if you’re a marketing manager starting an MDF program, and you’re not connecting with your channel sales team to understand what value they could leverage in a partner program, it’s a huge miss. Best Practices Blog Article Channel Marketing Channel Partners PRM Solutions

Content Marketing Is the NEW Be There or Be Square

Increase Sales

just published some interesting statistics on this now very prevalent marketing channel: 32% of B2B marketers and 37% of B2c marketers have a content strategy. Social media is the primary delivery channel for content marketing. This strategy works very well when the overall focus is education based marketing and not product based. Marketing content marketing content strategy education based marketing increase sales marketing strategy sales leads

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Nurture inactive inquiries to boost enrollment rates


The white paper details the right tools, channels and messaging for schools to re-engage “cold” student inquiries and help them progress through the enrollment funnel. Education email marketing enrollment management enrollment rates for profit higher education Lead Management nurture emailsSchools can drive significant outcomes in terms of higher enrollment rates, improved productivity and cost savings with the right inquiry nurturing program.

The Future Of Sales Is Virtual….

Partners in Excellence

We know customers educate themselves through multiple channels and sources–not just a web site, not just through sales people. Our engagement strategies have to be multi-channel. We have to learn how to create a consistent customer experience across each channel the customers want to be engaged. It seems the pandemic has created a new future for selling. Apparently, it’s virtual.

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30 of the Best SaaS Partner Programs (and Why They Are So Good)


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 provide partners with priority email and live chat support, educational resources, and a dedicated newsletter, along with a partner listing in their Experts Directory. Higher tiers also include referral bonuses, product discounts, and a dedicated channel manager.

The Big Lie About Social Selling

Increase Sales

Marketing involves channels to distribute the message. With the Internet, the emphasis is now on educating sales prospects (education based marketing) through the sharing of articles, blogs and even comments in discussion groups. Social media sites provide new marketing channels and thus new opportunities to educate and better qualify the ideal customer. The various social media channels allow people, your prospects, to get to know you and to begin to trust you.

Muddled Content Marketing Misses the Mark

Increase Sales

To attract attention today requires this new channel of content marketing. Probably the best way to avoid the muddle of content marketing is to establish an education based marketing philosophy where you will educate your potential audience. Education creates attraction because others will want to read what you have written and you can go ahead of the flow by becoming a thought leader in your area of expertise.

How Sales Pitches Keep the Reticular Activator on High Alert

Increase Sales

All these usually free social media channels now have conditioned sales leads to be very wary of any inbound marketing messages. This is probably why education based marketing now considered influence content marketing continues to grow. Sales content marketing education based marketing influence LinkedIn Pulse sales leads sales pitches social mediaSocial media is one of the primary reasons for the increase in sales pitches.

How to Use Social Media to Recruit Channel Partners


For the longest time, channel partner recruitment put vendors in the driver’s seat. However, with the rise of digital channels and the inbound perspective on marketing, partners are able to be more picky about whom they work with. To make your channel partner program recruitment efforts successful, use these tips: . This starts with knowing who and what you are looking for in a channel partner. What social channels are your ideal partners on?

How to Strengthen Your Partner Program with Content Creation


Understanding that channel marketers may need to create content to bring on new partners, to help those partners sell, and to help end users be successful. Do they need basic education or a nitty-gritty explanation? educating themselves/considering a new solution/ready to close a deal. Spend the time to understand the reader, the channels, and the delivery method—the results will speak for themselves. Blog Article Channel Marketing

Driving Growth Through Partnerships, A Discussion With Bill Corbin, CenturyLink

Partners in Excellence

We had a wide ranging discussion on leveraging channels and partnerships to drive more effective engagement with customers. Bill Corbin (BC): I’ve been involved in various aspects of “channels” for most of my career—both working in the channel and in roles with major companies like CenturyLink. I’ve been here the past year, really focused on helping drive growth through more focused relationships with our various types of channel partners.

Marketing Conversations Come Before Sales Conversations

Increase Sales

With the impact of new messaging channels such as the Internet through social media sites along with Mobile, messaging has evolved more into marketing conversations than the more traditional “advertising.” Education based marketing is one proven strategy to increase these types of conversations. Marketing business growth education based marketing ideal customers marketing conversations sales conversations snall businesses vendor consolidation

Why Being Liked Doesn’t Necessarily Increase Sales

Increase Sales

The Internet and specifically social media channels along with the transition away from product based marketing to education based marketing has only emphasized the knowing and trusting. Email is not a liking channel of communication. Actually from some research, email has become a disliking channel. Sales education based marketing ideal customers increase sales Leanne Hoagland-Smith sales experts sales leads

Social Media Marketing Influence or Inflation?

Increase Sales

Influence and inflation are clearly not the same and it does appear some small business owners have a great deal of confusion surrounding this relatively cheap marketing channel. Possibly this is why having an integrated marketing plan using an education based marketing approach versus the traditional or sales based one is necessary. Marketing buying decisions education based marketing small business owners social media social media influence social media marketing