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

Understanding the Sales Force

Ignored in all of these articles are those clients and companies that sell through channels. The channels are many, and include stocking distributors, brokers, retailers, VARs, agencies, partners, resellers, rep firms and more. Channel sales is quite different.

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.

Trending Sources

New Product Launch – Identifying the Right Promotional Channels

Sales Benchmark Index

Then generate demand through promotional channels. Make sure you have the right promotional channels for your product launch. Download the Persona Ecosystem tool to explore the ideal channels for your promotion plan. For example you might be going more upstream in company size.

4 Ways to Improve Your YouTube Channel

Vertical Response

We’ve created a list of four tips to help you make the most of your YouTube channel. If someone is surfing around your YouTube channel, he or she is already interested in what you have to offer. Are you creating videos to promote your business’s image, product or service?

Use LinkedIn’s New Channels to Grow Your Business

Vertical Response

LinkedIn users can now follow channels , which are broken into broad-based topics such as marketing strategies, higher education and healthcare. Once you follow a channel, it shows up on your home feed. LinkedIn’s channels are like a business news portal,” Gibbs said.

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. Some examples might include business cards, postcards, or business swag (think branded water bottles, key chains, or pens). • Increased Permanency.

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.

Nancy’s Sales App of the Week: @ChannelRocket

Smart Selling Tools

This week, Nancy profiles Channel Rocket, a sales acceleration tool that lets all your sellers deliver pitches tailored to any audience, in any vertical, any time. ChannelRocket is a mobile sales enablement platform designed for both direct and indirect channels.

Customers, Employees and Influencers as High Performing Sales and Marketing Channels

The Pipeline

And they can do it at scale and more efficiently than traditional channels. The Benefits of New Channels are Compelling (examples). Other reasons customers, employees and influencers make good sales and marketing channels; 1. The Pipeline Guest Post – Dick Beedon.

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 example above is why it helps for your company’s CIO to serve as Chief Integration Officer.

Creating a Client Centric IT Architecture impacts Value Creation

Babette Ten Haken

In addition, this revamped channel partner strategy mirrors the new IBM business model. Just as IBM has increasingly flattened its own business model, they ask the channel to do the same. That’s a big idea for the IBM channel and for the CIOs they sell to.

The Importance Of Having Multi Channels And Podcasts For Your Business


That’s why at GKIC we believe in a multi channel marketing approach. Plus, when you consider that multichannel customers spend 3 – 4 times more than single channel customers do. Here are a few examples…. Audacity is an example of free software.

60 Minute Crash Course on Channel Management | Avangate Blog.

Software Business Blog

« 7 Tips for a Successful Affiliate Sales Channel. Part One – Affiliates Info Page » 60 Minute Crash Course on Channel Management. The joint Avangate – The VAR City webinar is just what the title says: a 60 minute crash course on channel management – touching on key things about selling through resellers, from what it takes to lay the foundations for a successful reseller network to the latest technologies available for channel management.

How to Leverage Digital Channels to Maximize Year-end Fundraising Success

Vertical Response

Evolving communication – Nonprofits have more communication channels than ever before, and that’s both good and bad. All communication channels must incorporate compelling visuals, clear messaging, a call to action and multiple ways for people to donate.

Email Prospecting: An Example of a Bad Email Transformed

The Sales Hunter

For years I’ve collected and saved examples of good and bad emails. The example below is an email a friend sent to me. (I’ve Bad Email Example: Subject Line: Recruiting Your Channel Partners. Good Email Example (Revised from above): Subject line: Amco.

3 Big Brand Social Media Ideas Small Businesses Can Use

Vertical Response

The Weather Channel Shows Off on Vine. The Weather Channel for example, uses Vine. If you have a boutique for example, you could shoot a Vine video of an employee unpacking the latest styles shipped to your location.

What is the Secret to Successful Sales Effectiveness Initiatives?

Sales Benchmark Index

Here are 3 examples that we frequently see sales and marketing leaders implementing to make a quantum leap forward: Inside Sales: Create a new Inside Sales function to serve an ever-increasing segment of customers who prefer to purchase on-line.

Business of Software: What Heads of Sales and Marketing Need to Think About To Grow? … Hint: Keep Your Channels Close

Software Business Blog

Knee-Jerk Reaction: Online Commerce Leads to Software Channel Disintermediation. The popular press has been filled with articles about the ongoing disintermediation of channels coupled with the rise of direct vendor to end-consumer relationships. This has opened up opportunities for publishers of all sizes to compete in almost any software category and across virtually any channel. Publishers Increasingly Need Channels to Reach New and Fragmented Markets.

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.

Top Tips To Upsell Your Customers Using Email Marketing

Software Business Blog

Integrate social media and other content marketing channels. ” Include links to other content marketing channels. For example, “Read what other customers said about this product in our latest survey.”

What Are the Real Inhibitors to Effective Selling in Your Organization?

Dave Stein's Blog

What follows are real examples of those challenges from sales leaders with whom we have worked. There are imbalanced territory assignments and/or sales channels. Buyers Channel Management Compensation Inside Sales Leadership Methodology Sales Enablement

How Tesla Is Threatening An American Sales Tradition

Sales Benchmark Index

The dealership is an example of the indirect sales channel. Not all indirect channels are bad. Fast food and department stores are two examples of successful indirect channels. Download our “Choose Your Channel” Guide to learn how you should Go To Market.

Should you pay affiliates for subscription renewals?

Software Business Blog

Whether your business is in the SaaS / subscriptions area or you are thinking of turning your software products into subscriptions , your affiliate channel is an important vector to get more sales.

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How to Sell More during the Shopping Season for Affiliate Marketers

Software Business Blog

Make sure to have a coherency between all channels you will be using so that you will not be in the situation where the banners used for retargeting website visitors will be the same ones that you used for the Spring Clearance campaign.

The Importance of Affiliate Marketing for Digital Customer Acquisition

Software Business Blog

Affiliate marketing is a popular acquisition channel that many businesses adopt today. Some find it easier to focus on retail, for example, or make use of their in-house digital marketing teams.

Authenticity Increases Sales Part I

Increase Sales

Authenticity matters in any marketing channel such as social media. For example when someone does something right such as coming home on time, we look to connect past wrong behaviors (lateness) to current right actions.

Add Some Summer-time Sizzle to Your Affiliate Program with These 6 Tips

Software Business Blog

Speaking specifically about affiliate channels, we see on average a drop of about 20% in the summer months compared to the rest of the year. Here are some examples of things to leverage: product end-of-life sales , new product launches, network contests , etc.

Satisfying Consumers' Appetites Across Channels: Snacking, Lunching, and Fine Dining

The 1to1 Media Blog

Consumers are increasingly interacting with businesses through a mix of channels. Consumers now expect to be able to access their financial information and conduct transactions via any channel they desire, whether that channel is digital or physical. Consumers who use multiple channels also expect information to be accurate, up-to-date, and consistent across channels, at all times. This creates a need for accurate, real-time cross-channel updates.

Affiliate Marketing – The X? Billion Dollar Business

Software Business Blog

In the past, when evangelizing the affiliate network or simply doing corporate presentations, we would present the affiliate channel overall as a 2-3 billion dollar industry in terms of marketing budget spending, with market forecasts expecting it to hit 4 billion USD by 2016.

Using APIs to Support Everywhere eCommerce Across Customer Touchpoints

Software Business Blog

Traditional online ecommerce businesses need to embrace the shift brought on by a new eCommerce paradigm that blends together multiple channels such as social, cloud and mobile for a diversified shopping and purchasing experience. As interaction channels expand, customer preferences change.

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. Real World Example #1. Real World Example #2. Real World Example #3. Real World Example #4. Real World Example #5.

What's Your Intention? - Think customers: The 1to1 Blog

The 1to1 Media Blog

Content Channels. Neolane, The Cross-Channel Conversation. If, for example, a company advertises its support of a charitable organization, is its intention to truly help that organization by getting customers involved, or is it simply looking for an "easy" sales boost from socially conscious customers? I then shared the following example of a managers tableside visit done right: My mom and I went to dinner at William Hallet in Astoria, NY. 1to1 Magazine. Issues.

True Sales Leaders Take a Moment to Be Personal

Increase Sales

Here are two recent examples of sales leaders who made not only made their LinkedIn invitations personal, but gave me the reason for their wanting to connect with me. Example #1 – Hi Leanne! Example #2 – Hi Leanne, We share several connections and groups. Being personal goes beyond LinkedIn invitations or other social media channels. What with all the impersonal marketing and social media outreach by those who believe they are sales leaders?

An IT OT Convergence Culture is about Opportunities, not Obstacles

Babette Ten Haken

Whether or not channel partners, as well as their clients, are successful depends upon the degree to which they are proactive and strategic in solution placement. Channel partner strategy targets an IT OT convergence culture by creating value through collaborative relationships.

Software and SaaS Sales in 2013: Our Expectations and Predictions

Software Business Blog

The bar of expectations for serving the customer at every touchpoint in the lifecycle will be raised even higher, from selling within the context of the customer’s chosen channels to serving customers when, where, and how they prefer. Channels Are Here to Stay.

12 Social Media Tips for B2B Marketers


On the contrary, effective social media marketing, particularly in the B2B world, requires strategy and a holistic approach that integrates with multi-channel campaigns and other overarching objectives. For example, let’s say you’re hosting a webinar.

Why and How to Improve Audience Segmentation for B2B Marketing


For marketers, this means it’s all about getting the right message to the right person at the right time on the right channel. In terms of strategy, considering how you can take a multi-channel approach is certainly important since different customers will prefer different channels.

Adapting an ABM Approach for Account-Based EVERYTHING

DiscoverOrg Sales

Account-Based Sales Development (ABSD) is a coordinated strategy that combines personalized, multi-channel, multi-threaded, outbound activities to create high-value opportunities in new and existing customers. I’ll give you a recent example.

Inside the Rise of B2B Video Marketing


For example, a study on video in the C-suite from Forbes and Google found that 75% of executives watch work-related videos on business-related websites weekly (and 52% watch work-related videos on YouTube weekly). What channels will you target?

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Email Is Still The Powerhouse!

Fill the Funnel

For the record – Email is still significantly more effective than all social media channels combined! Some examples of messages that will help you get the response you’re looking for. Ever wonder why your inbox is always jam-packed? Simple answer is: Email works! Don’t believe me?