The 5 components of a Channel Management Strategy

Sales Benchmark Index

Article Sales Strategy channel optimization Channel Strategy

A Channel Strategy to Out-punch Your Weight Class

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How to Minimize Risk and Conflict in Your Sales Channels

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Channel conflict occurs when companies try to reach end customers through multiple routes forcing components of the sales ecosystem to compete against each other rather than working together.

Cover the Market Completely with Indirect Sales Channels

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How to Use Video Throughout the Buyer's Journey

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

The Right Sales Channels for the Omni-Channel Era

Sales Benchmark Index

Joining us for today’s show is John Kedzierski, a Corporate Vice President of Marketing who knows a thing or two about going to market with the right channels. Today’s topic is focused on selecting the right sales channels by using.

Maximizing Throughput in the Indirect Sales Channel

Sales Benchmark Index

Joining us on SBI TV is Joe Vitalone, Chief Sales and Marketing Officer at Razberi Technologies, and the top expert at developing and executing a sales strategy at scale through channel partners.

How to Transition Channel Partners to Cloud Solutions

Sales Benchmark Index

Joining us for today’s show is Steve Blum, an executive sales leader who knows how to Make the Number with channel partners. I’ve known Steve for a long time and he’s always been on the leading edge of channel management.

Are You Growing Your Channel Partners through Symbiotic Relationships?

Sales Benchmark Index

When designed & executed correctly, channel partners provide your business an incredible amount of leverage. Correctly managed channel partners can help you expand into. As a sales leader, you are always looking for the most optimal route to your customers.

How to Transform Your Indirect Sales Channel

Sales Benchmark Index

Joe is the top expert at developing and executing a sales strategy at scale through channel partners. Our guest today is Joe Vitalone, Chief Sales and Marketing Officer at Razberi Technologies.

Gain Volume Through Reach with the Right Indirect Channels

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How to Enable a New Sales Channel

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10 Reasons Why Channel Partnerships Fail (and What to Do About It)

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Building Your Channel Program Through the Lens of the Partner

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Article Product Strategy Revenue Growth Methodology Sales Strategy assessing partners channel Channel Approach channel optimization channel partner enable revenue growth Marc Odenweller

Cover the Market Completely with Direct and Indirect Sales Channels

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Today’s show will demonstrate how to cover the market completely with both direct and indirect sales channels. Flip to the sales strategy section of the PDF and review the. To follow along, download our 10th annual workbook, How to Make Your Number in 2017.

Optimizing an Enterprise Channel Strategy

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Magazine Sales Strategy

How to Transition from Direct Sales to Indirect Channels

Sales Benchmark Index

Joining us for today’s show is Ralph Hawkins, a Senior Vice President of Sales who knows a thing or two about transitioning from direct sales to indirect sales channels. Today’s topic is focused on selecting the right sales channels and.

How to Know If Your Indirect Channel Is Performing Well

Sales Benchmark Index

Managing partners can feel like Dark Magic; juggling partners at different levels of performance. Dark Magic, that is, because it is not always obvious who are the good and who are the bad partners. One partner could be crushing their.

How to Cover the Market with Direct and Indirect Sales Channels

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Close Gaps in Market Coverage with Indirect Sales Channels

Sales Benchmark Index

Today’s show is a demonstration on how to cover the market completely with both direct and indirect sales channels. Flip to the sales strategy section of the PDF and. As a guide, download our 10th annual workbook, How to Make Your Number in 2017.

How to Recruit and Sign New Channel Partners

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4 Best Practices to Keep Your Channel Partner Marriage Happy

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Article Sales Strategy channel optimization Channel Strategy

How to Transition Channel Partners from Selling Perpetual Licenses to SaaS

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Today’s topic is focused on how to transition channel partners from perpetual license to cloud-based offerings. Our guest is Steve Blum, an executive sales leader who knows how to Make the Number with channel partners.

How to Get More Revenue from Channel Partners

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Article Sales Strategy b2b sales b2b sales leader channel optimization channels sales

The Crucial Channel Sales Strategy You Can't Get Wrong

Understanding the Sales Force

We don't have a sales force - we sell through a channel. They sell through a channel is very easy to agree with. They don't have a sales force becomes easy to agree with because channel salespeople are quite often among the weakest salespeople we see anywhere!

29-minutes of Straight-up Advice on Sales Coverage and Sales Channels

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Corporate Strategy Podcast CFO Channel Approach Channel Strategy COO Route to Market Sales Channels Sales Coverage Sales Coverage Leakage

Top 3 Sales Strategy Priorities of CEOs

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Our guest today is Rob Hornish, the President of Americas Sales for Polycom. Rob has 20 years of sales leadership experience in the high-tech industry sector, with a proven record of building, scaling and developing high performing teams. Rob and.

How to Enable a New Sales Channel

Sales Benchmark Index

In other words, they sell via multiple sales channels. These sales channels can be internal. Point being, sales channels can take many shapes and sizes. And sales channels will be different dependent on the organization. But, what do you do when you stand up a new channel?

A Partner Strategy Without Sales Operations Alignment Is Destined for Trouble

Sales Benchmark Index

Are Your Sales Operations Chaotic? It is a story told time and time again. As a Sales Operations leader in your organization, every day feels like an uphill battle. You have KPI’s to hit and leadership is looking for results.

Do I Have the Right Sales Coverage and Channels?

Sales Benchmark Index

Today’s article is focused on sales coverage and sales channels as part of the corporate strategy. Article Corporate Strategy b2b marketing b2b sales ideal customer profile propensity to buy Sales Channels Sales Coverage

Discounting – the Weak Link in Your Pricing Strategy for the Indirect Channel

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This is an age-old struggle many firms have had with the indirect channel…. Article Pricing Strategy best practices clients comp compensation Doug Bartels GTM indicators indirect channel indirect sales influence key kpi margin packaging performance products reps resp RGM sale sales sales people tool total transactionsHow do you influence sales people when you don’t directly impact their compensation?

Why Your Sales Enablement Plan Needs to Match Your Sales Channel

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Article Sales Strategy channels framework road map roadmap sales enablement

8 Things Your Channel Can Learn From American History

Allbound

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.

How Do You Know You Know You Have the Optimal Go to Market Channel Assigned to the Marketplace

Sales Benchmark Index

In today’s omni-channel world answering that question has never been more challenging for a CEO. There are no longer any boundaries for how, when and where potential buyers may be exposed to your products or services. However, without the right.

Fast Frame of the Week – Developing and Executing a Sales Strategy Through Channel Partners

Sales Benchmark Index

Podcast Sales Strategy Video assessing partners channel partners CMO CSO fast frame Joe Vitalone Razberi Technologies sales strategyWelcome to the Revenue Growth Fast Frame of the Week. Joe Vitalone, the Chief Sales and Marketing Officer at Razberi Technologies provides insight into evaluating a potential partner — What are the 3 most important criteria to consider when assessing.

How to Leverage RFPs Through the Influencer Channel -That Baby is Not Yours!

Sales Benchmark Index

The Influencer Channel is often overlooked. If utilized correctly, it can help you: Learn about opportunities earlier in the sales cycle, Win more deals, while also…. Increasing the cost of sales for your competition. This combination is the sales equivalent of a hat-trick.

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

Vengreso

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. Jay leads Forrester’s research and advisory for global channels, alliances, and partnerships.

Is Your Sales Channel Team Running Plays for Yesterday’s Buyers?

Sales Benchmark Index

Today’s show is focused on choosing the right channels to go to market. Product Strategy Sales Strategy Video channel optimization channel sales Go-To-Market Sales Channels sales leader selecting channel partners vice president of sales vp salesBusiness to business buyers are rapidly changing as their preferences to engage their vendors are evolving. Buyer preferences for 1-to-1 interactions are changing. Major shifts to eCommerce and SaaS.

How to Know Which Partners to Invest In

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Article Corporate Strategy Sales Strategy channel manager channel optimization channel partners channel selection

Re-evaluating Partnerships – When to Retire Them

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Article Corporate Strategy Sales Strategy channel management channel optimization channel partner channel partner review channel partner scorecard Steve Steinhilber Strategic Alliances when to retire a channel partner