Optimizing an Enterprise Channel Strategy

Sales Benchmark Index

Magazine Sales Strategy

Channel Selling and the Enterprise World


In the complex world of enterprise selling, we focus keenly on team selling. In winning, growing and retaining large enterprise accounts, it’s an absolute survival skill. For the unique challenges of the enterprise world often require that team selling means the involvement of parties external to the organization as well. Jay McBain, Forrester’s Principal Analyst of Global Channels reports that 75% of world trade now flows indirectly.

How Enterprises Are Adopting Social Selling


These days, it is no longer enough to argue that enterprise companies are too big to bother with social media. And, even big enterprises are taking heed. B2B Enterprises and Social Selling. Enterprise Adoption of Social Selling.

Transforming Sales Compensation into an Enterprise Strategy


Sales compensation is one of the most costly investments enterprises make every year. Of course, it’s money enterprises have to spend in order to grow, but the problem is that this cash is often burned without much thought.

Transforming Enterprise Sales Organizations With AI/ML


Register for the webinar series, "How Big Data and AI/ML Are Transforming Enterprise Sales Organizations," to discover sales performance management opportunities by leveraging artificial intelligence (AI) and machine learning (ML).

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 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.

Enterprise Accounts – The Seeds of Growth


Landing a large enterprise account is a big achievement, bringing with it new revenue and profit. But unlike smaller account wins, the real significance of an enterprise account victory is the huge potential for growth. Enterprise pursuits can be challenging with their complex buyer networks, long pursuits, formidable competitors and other frustrations, demanding that selling teams be their very best. That’s the enterprise world.

Hit Your Channel Sales Goals with ROI Selling

The ROI Guy

As a result, many companies are looking to channel partners as a more efficient revenue source. A survey reveals that the majority of B2B firms are now generating 60% of their revenue through indirect channels (The 2112 Group).

3 Technology Trends Disrupting and Improving Channel Marketing


Channel marketing is changing, but not in the way you might expect. Like every other facet of sales and marketing, channel marketing is being affected by the rise of newer, faster, and better technology. The same pattern is now trickling into the channel marketing world.

Why the “Channel Stack” is a Terrifyingly Outdated Idea


Why the “Channel Stack” is a Terrifyingly Outdated Idea. “If That statement from Anthony Kennada, an Allbound board member, comes from an article of his on ChiefMarketer.com, and it brought me right back to the exact reason we founded Allbound: to disrupt an industry – the channel – that has been seemingly left behind despite massive innovation and new technologies being introduced in every other segment of sales and marketing over the past few decades. But, why not the Channel?

Channel Partner Conflict: 3 Ways to Manage When It All Goes Wrong

Hubspot Sales

What is Channel Conflict? Channel partners can be mutually beneficial. But, sometimes, channel partnerships are disrupted by other dealers who sell their product direct to consumer. This is when channel conflict arises, and this article tells you just what to do about it.

Multi-Channel Sales Drive Growth for Manufacturers

Cincom Smart Selling

Why should you care about CPQ and multi-channel sales? Organic growth can be an elusive goal for manufacturing enterprises. This is especially true for local and regional enterprises that are trying to expand their footprints into more highly diversified markets and larger geographical national or global markets. There are many challenges for enterprises that want to cross the bridge from direct to indirect selling. 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? Organic growth can be an elusive goal for manufacturing enterprises. This is especially true for local and regional enterprises that are trying to expand their footprints into more highly diversified markets and larger geographical national or global markets. There are many challenges for enterprises that want to cross the bridge from direct to indirect selling. CPQ supports multi-channel sales.

Sales Tech Simplified: How to Turn Relationships Into Revenues with @ModelN

Smart Selling Tools

Russ: Enterprises today are focused on profitable growth. The Model N solution has three characteristics that make it ideal for enterprises: End-to-end. Building loyalty with channel partners, and aligning partners with company sales and margin goals.

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?

How Salespeople Can Better Prioritize Using Purchase Intent Data

Smart Selling Tools

John: TechTarget’s data and insight products for sales called Priority Engine and Qualified Sales Opportunities are built on proprietary knowledge of enterprise purchase intentions and the specific people involved in them within accounts.

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Learn How Enterprise Engagement is Changing Your Business

Keith Rosen

I’m pleased to offer you the opportunity to have a complimentary registration to the upcoming Enterprise Engagement Expo and Conference, June 3-4, 2010 which I am speaking at. Understanding how to engage key customers, channel partners, employees and vendors provides a competitive edge for your business and a maybe even a potential boost to your career. The Enterprise Engagement Alliance Networking Expo and Conference, June 3-4 at the Doral Arrowwood in Rye Brook, N.Y

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.” Allbound Best Practices Blog Article Channel Partners PRM Solutions

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. I’ve been here the past year, really focused on helping drive growth through more focused relationships with our various types of channel partners.

How to Avoid the Trash Folder

No More Cold Calling

Launching an owned-media site or supporting a visually rich Pinterest channel does not make your brand instantly accessible and trustworthy. Associations Enterprise Sales Management Salespeople Small Business

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I Don’t Know You, so Don’t Ask Me for a Referral

No More Cold Calling

LinkedIn and other social media channels are fantastic tools for beginning conversations and new relationships. Associations Enterprise Sales Management Salespeople Small Business People only refer people they know and trust.

Introductions all around: It’s Time for Online to Meet Offline

No More Cold Calling

Use social channels to find out what’s going on with them. Associations Enterprise Sales Management Salespeople Small Business Social networking isn’t social enough. As Woody Allen famously said, “Eighty percent of success is showing up.” Showing up counts—in life and in sales.

Forget Social Selling—Try Social Engagement

No More Cold Calling

While social engagement may seem more noble or altruistic, what really is energizing ssis the adoption of social in the B2B world is the view that it is another channel for executing sales strategy. Associations Enterprise Sales Management Salespeople

How Social Selling Got Me 21 Meetings in 2 Days

No More Cold Calling

I publicized the Sales Innovation Expo on all of my social channels, then sent personal messages to each of my LinkedIn connections in the U.K. Associations Enterprise Referral Sales Sales Leadership Salespeople Women in SalesNever forget that selling is social. The magic number is 21.

Prospecting is Your Job

No More Cold Calling

To score deals with enterprise-class companies, we have to reach out and initiate conversations, and then move to a Web-based type of nurturing.”. Associations Enterprise Small Business Marketing prospecting sales sales strategy

Are You Too Hard to Reach?

No More Cold Calling

The business world is enamored with social media and texting as channels to communicate and connect. But these social channels often prevent people from socializing and having live conversations. Associations Enterprise Sales Management Small Business

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Social Selling: What the Sales Pros Do Differently

No More Cold Calling

Follow them on all social channels. Associations Enterprise Referral Sales Referrals Sales Leadership Salespeople Small BusinessWhat makes the most influential sellers so successful on social media?

Do “Refer a Friend” Programs Actually Work? Absolutely! Sometimes.

No More Cold Calling

Many companies implement advocate referral programs through marketing channels. Associations Enterprise Referral Sales Referrals Sales Leadership SalespeoplePay for referrals? Are you kidding me? Thanks for all the happy birthday wishes last month.

Are You a Bulldog? That’s What It Takes for Women in Sales

No More Cold Calling

Ellen—an engineer turned vice president of channel sales—is typically the only woman in the room, so she’s learned how to be an alpha when surrounded by men. Associations Enterprise Referral Sales Referrals Sales Leadership Salespeople Small Business

Optimism Is For Sissies…Or Is It?

No More Cold Calling

Yes, the radio’s still here—after threats that TV and the Internet would create yet another relic in the communication channel. It turns out that a dose of the happy stuff—paired with smart thinking and a reality check—really does make a positive difference.

Take Your Sales Conversations Offline and Get That Referral Sale

No More Cold Calling

Associations Enterprise Small Business cold calling referral referral sales referral selling Referrals relationships sales sales strategy sales tips Social MediaSocial media doesn’t “warm” your call, you do.

Mission Impossible: Making Hard Choices as a First-time CMO (Part 2)

DiscoverOrg Sales

Some quick wins: Simple A/B testing in channels you’re already using regularly to optimize low-hanging fruit. Get attribution in place to learn which channels have the best conversion rates. Fear isn’t a luxury the CMO can afford. Neither is hesitation.

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Reinvent Sales Training or Risk Wholesaler Irrelevance


Any wholesaler – especially newer ones or those struggling with certain products – can hop onto different Allego channels and see how others are positioning the products,” observed Peter Han, AVP of Pacific Life’s Sales Support Group.

Three Tips to Build Powerful Customer Connections

No More Cold Calling

A big challenge of social media is the number of outlets; you’ll be more effective if you use tools that integrate social media channels. Associations Enterprise Small BusinessReferrals are the secret to B2B sales: Get the meeting at the level that counts. Face to Face in a Sales 2.0 World”—that’s how I met Todd McCormick at the Fall 2011 Sales 2.0 conference.

Not the “R” Word Again…

No More Cold Calling

Build new alliances or alternate distribution channels. Associations Enterprise Small BusinessThe economy is fickle, but No More Cold Calling’s 9 “killer” steps will boost your sales in any economy. I promise.

The 13 Best Live Chat Software Tools of 2019

Hubspot Sales

Price : Starter, $16/month per seat; Team, $33/month per seat; Business, $50/month per seat; Enterprise, $149/month per seat. Price : Free, $0; Standard, $50/month; Pro, $500/month; Company, $1,500/year; Enterprise, $5,000/year.

Get #GROWTHBOUND: How to Keep Your Trajectory Up and to the Right

DiscoverOrg Sales

Selling into enterprise accounts is the lifeblood of many whale-hunters … and it’s an new area of focus for many other companies. Jake, how has you seen the enterprise-sales process change over the last five years? Lesson 2: Get messaging for your enterprise personas straight. ?.

If You Work for a Company that Doesn’t Believe in Marketing, Resign


Peter Drucker is more widely quoted as saying "Because the purpose of business is to create a customer, the business enterprise has two—and only two—basic functions: marketing and innovation. Do not waste your creativity and talents on a backward enterprise that’s bound to fail.

Bringing Your Authentic Self to Sales

Igniting Sales Transformation

In this interview, I talked with Amanda Georgoff , Enterprise Sales Rep at SalesLoft. Corporate Vice President and Channel Chief Gavriella Schuster, along with other female leaders in the company, are driving for change, trying to bring more women into the technology industry.