Changing Channel Dynamics, Driving Channel Success In The Face Of Changing Customers

Partners in Excellence

Channels have always been a critical part of most organizations’ Go To Customer strategies. For example, many of the IT centric products and services are seeing radically changing buying–shifting out of IT into end users. Your Channel Partners Aren’t The Enemy!

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.

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.

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.

Direct Mail: The Forgotten Outbound Channel That STILL Works In Sales Today

Sales Hacker

I won’t go as far as saying email is dead as a sales communication channel, it’s not. Example: If you’re selling financial services for example, and you’re sending a Starbucks coffee gift card, your message could read something like: “Enjoy a coffee on us, while we work on your accounts.”.

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.

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.

Smart Selling Visions: Up-Close with Top Revenue Leader Greg Sherrill, CEO of @ChannelRocket

Smart Selling Tools

This week I interview Greg Sherrill, CEO and Co-Founder of Channel Rocket. Nancy: What does Channel Rocket do? Channel Rocket is a SaaS sales enablement platform that helps manufacturers grow sales through their direct and indirect sales channels.

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.

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.

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.

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.

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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.

How To Track and Validate Website Sales Leads By Marketing Channel

Sales and Marketing

When your uncle shares the details of his gallbladder surgery over Thanksgiving dinner, for example. Lead validation and tracking might reveal, for example, that Source A’s 100 conversions contained just 25 true sales leads. Author: Matt Cannon There are situations where too much information is not good. However, there are other situations where there is no such thing as “too much information,” and optimizing a lead generation website is one of those situations.

Building an Effective Lead Management Process for High-Growth Sales


Of course, keeping a balance was key to this approach, as to not overload either channel to the point of being ineffective. This helps to guide campaigns in terms of both channels and content, and where to allocate future marketing budget. Optimization of Channels and Campaigns.

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.

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.

What is Sales Channel Marketing Management and Strategy?


Achieving that may be straightforward for small organizations with a clear, single sales channel. However, complex businesses with many sales channels can benefit from a more inclusive approach. To reach the ultimate goal of more sales, managers should have a solid understanding of sales channel marketing and its many components. Sales Channel Marketing Responsibilities. So what is channel marketing? What role does it have in a sales channel strategy?

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.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]


Develop and deliver an integrated, cross-channel communications plan. For example, say you are targeting American Express as part of your ABM strategy. There’s no doubt that Account-Based Marketing is on the up-and-up. What are sales and marketing leaders saying about it?

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?

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?

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?

Selling to C-Level Executives: 8 Tips for Unlocking Access to the Busiest Buyers on Earth

Sales Hacker

We must lead with an insight-driven value narrative (‘hypothesis of value’), otherwise hammering away in blended channels is worthless. Breaking through the cruft demands the right narrative and use of blended channels. Below is an example of what NOT to do.

How To Fix Your Sales Problems In The Right Order

Sales Benchmark Index

Channel Partners productivity was higher than last years but well short of their original goal. For example, a few of the root problems in the case above are: Outdated, seller centric sales process. Poor Channel Management program. We can all learn from everyone’s examples.

Sales Hacker’s Top Sales Trends & Predictions You MUST Be Aware Of In 2018

Sales Hacker

YoY Increase in CAC leading to increased reliance on channel partnerships. The role of text messaging and other unconventional communication channels in sales prospecting and customer success. Outbound Gets Tougher With GDPR Regulations: SaaS Goes Channel Sales For The Win!

CMO: Is Your 2014 Marketing Plan Obsolete?

Sales Benchmark Index

As an example, you may run 3 different types of campaigns for the year: Growth campaigns focused on increasing the wallet share from your existing book of business. Acquire campaigns focused on new logo acquisition within a specific vertical, channel or region.

Should You Use Pinterest for B2B Marketing? Yes or No in 5 Minutes

Sales Benchmark Index

Being visible on Pinterest gives you an additional marketing channel to reach more people. This ensures that your content reaches additional potential buyers, who might not otherwise have been exposed to your usual marketing channels. A great example is Hubspot's Pinterst page here.

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Marketing Needs to Put Skin in the Game


They recommend that as a first step toward capturing these key performance indicators, clients walk through a model that breaks down typical marketing contribution and mix based on three go-to-market strategies: direct enterprise accounts, inside commercial accounts, and small-and-medium-sized business (SMB)/channel accounts. Tier 3: SMB/Channel Accounts. For example, we estimate that inbound marketing efforts will produce about 35% of the gap revenue.

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.

Disruptive Selling Can Be Truly Transformational

Increase Sales

A discussion within the LinkedIn Group, The Sales Experts Channel, brought up this term of disruptive selling. Credit The world of sales is constantly changing. New terms are added almost on a weekly basis or so it seems. One such term is disruptive selling.

How to Scare Your Top Sales Reps

Sales Benchmark Index

For example, with a RIF rumor, Sales Reps may cozy up to top accounts – to make sure they can count on them at the competitor. These 2, for example: 1. For example, let the field know that things need to improve. It never fails.

Five ways to make your reps more productive


Even if a rep only has nailed one piece of the puzzle — for example, sourcing a pipeline that puts them on track to hit goal — their manager should explicitly recognize it while reviewing metrics in their 1-on-1.

The Sales SVP Guide to Finishing the Fiscal Year

Sales Benchmark Index

I''ll contrast each example with a suggestion for a smarter use of the time. For example: “Ethics: Maintains high standards of character and a professional attitude.” For example: does their digital brand convey expertise solving your customers’ market problems?

The Biggest 2013 HR Challenge for Sales is 2014

Sales Benchmark Index

It is an example, not the whole story. This post will focus on a single example of HR’s positive impact for a sales organization. It compares the new revenue contribution for 3 different sales channels: Direct Field Sales. Download the Sales Channel ROI Calculator here.

Gartner Guest Post: Selling Solutions Means What Exactly?

Jonathan Farrington

Fact is, for many IT vendors, “solution” is just another name for a product since the customer or their channel partner actually creates the ultimate value of using a particular technology in combination with other products and services.

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Are You Solving The Wrong Problem?

Sales Benchmark Index

Examples of poor sequencing are things like: Sales Training initiatives kicked off prior to sales skills assessments being conducted. Indirect selling channels recruited to sell a company’s products before a channel management program is defined. Looking for examples?

6 Ways To Make Sure Your Customers Get The Message

Sales Benchmark Index

The CMO world of multiple channels, social media, content marketing, demand generation, and lead development extends the importance of messaging to a much broader scale. For example, is the primary purpose to educate and inform? I’ll send an SOS to the world.

Why Optimizing Your Website for Mobile isn’t Enough

Sales Benchmark Index

The following examples point to best practices in leveraging mobile interaction. Example 1: Oreo Whisper Fight. You should optimize every offline channel to continue your buyers journey online to declare themselves. Example 3 : The Coke Chase.