Your Channel Partners Aren’t The Enemy!

Partners in Excellence

Most organizations have found they need to leverage some form of partner or channel to reach all the potential customers, maximizing their ability to sell and grow. Ironically, while many organizations invest a lot in developing channel relationships–too often, the attitudes within the sales organization are, “They are the enemy.” In the end, through this benign neglect, the channel never quite reaches it’s potential.

A Sales Enablement Tool for the CEO

Sales Benchmark Index

Trained the sales force and channel partners on the new product. To get an understanding of how prepared your sale force is for a launch, register for one of these sessions here to receive the Sales Enablement Gap Tool. Set territory revenue/unit goals by product.

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Building a Sustaining Partner Community: a Channel Strategy

Your Sales Management Guru

Channel Strategy: Building a Sustaining Partner Community. -A What I would like to do in this blog is attempt to document and tell the story of one Worldwide channel focused software organization that did it the best– at building their channel.

Here’s What Every Business Should Know about Multi-Channel Sales Management

Cincom Smart Selling

In many ways, managing multiple sales channels is like climbing that mountain—it looks easy until you really get into the process, and then the challenges and difficulties become all too apparent. I don’t know how many times I’ve heard marketing folks declare during a midyear progress meeting that the sales numbers for that year can still be made, we just need to open up an indirect channel. If you currently manage a multi-channel operation, you know how naïve this statement sounds.

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.

Web Tools – The Fastest Way to Fail in Sales

Fill the Funnel

For a guy who makes his living training sales execs about the benefits of online tools, writing that headline was a bit disconcerting – the fastest way to fail? However, a new generation of web tools has enabled sales execs to reach their prospects considerably faster than even five years ago.

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Seeing Through the Hype: Making Sense of Sales Enablement Technology

Smart Selling Tools

This is a show about content, tools and leadership that make Sales Enablement the fastest growing strategy to help sales people to sell more effectively and efficiently. They have budget for tools and they are used to experimenting. And so you really do and additional tools.

Prevent ‘A’ Player Turnover

Sales Benchmark Index

Here’s an example: Top Territory Todd: Todd has exceeded quota the past 5 years. Yet he has 3x the average territory potential in his patch. His boss does not want to split his territory. But place him in an equal territory and watch him flounder.

Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

Act-On’s streamlined user interface puts first-rate marketing tools at your fingertips, making campaigns and programs easier and faster. Phone, email, SMS and other channels are the lifeblood of inside sales. That’s me with Sassy.

Thru the Candidate’s Eyes - Attracting Sales Talent

Sales Benchmark Index

Begin today with the ideas and free tools offered in this post. Here’s what top producers have told us they look for: Territory with abundant opportunity. Take a look at each motivator: Abundant Territory Opportunity. Top producers demand a fair, equitable and coverable territory. A patchwork territory based on prior relationships raises a red flag. The tools listed are available through the SBI Research Tour.

How Is Your Time Being Spent?

Partners in Excellence

It could be the sales manager wanting to know the status of deals, the pipeline, the territory, whatever. Even when there are other support channels they know about, if they have a problem they really need to get solved, they turn to the sales person.

HR Saves Sales From the End of the World

Sales Benchmark Index

It’s especially for HR leaders to increase their Sales recruiting channels. Plus, you can download a tool to assess your current Reps’ “source-ability” scores. Q1 of 2013 is a busy time to refill empty Sales territories. The downloadable tool has an additional 6 areas described.

Hiring a Sales Manager - External or Internal?

Sales Benchmark Index

She currently works in a peer territory - not in the one needing an SM. Maybe the team is leveraging channel partners, or inside sales. An SM for a direct model may not need to know Channel Management principles. At Rams, they do not have a strong culture of tool and data use.

A Get-Well Plan for Sales Ops in the New Year

Sales Benchmark Index

After evaluating your team and their tools, you might ask “Where do I start?” Don’t do a territory redesign project without knowing exactly who you’re targeting. Channel / Routes-To-Market – Understanding BPM’s and Personas will provide a base line here.

6 Things to Consider When Adding Foreign Partners

Allbound

There’s nothing more exciting than saying hello to new channel partners. Growing your channel is something to be thrilled about, but there are a few things you should consider before expanding your partner program into foreign soil. Howdy, Zdravo, Bonjour, Ciao, Hola.

“Fixing The Compensation Problem….”

Partners in Excellence

There are so many other tools that have greater impact in shorter periods of time. Even the training, tools, systems, processes, programs we provide are important levers to fixing sales performance. Complex product/solutions may require overlays and product line specialists to work with account/territory managers. And often, leveraging partners or other channels is the best way to reach customers or to effectively cover the opportunity potential.

Do You Really Understand Your Numbers?

Partners in Excellence

There are all sorts of other numbers we may track–customer retention, new customer acquisition, product mix, win/loss, channel performance, and other things. We may have account and territory goals/metrics.

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Building A Better “Social Business”

Partners in Excellence

We covered a lot of territory in the interview–some of the highlights: We spent some time talking about what “being social” is, something I think many of us get wrong when we think about social business–confusing it with tools and technologies. Ed’s point is critical, too often we view the social tools as platforms to extend our voice–new channels we can leverage to get our stories out to our customers.

What Does ZoomInfo’s Acquisition of Datanyze Signal to the Sales Industry?

Sales Hacker

Both have ranked very highly in recent years as top tools for startup sales tech stacks, as shown by Bowery Capital’s most recent Annual Sales Stack Report here. Companies and t heir spend may grow but their number of tools generally will not, according to this data. .

Smart Selling Visions: Up-Close with Top Revenue Leader Leslie Stretch of @CallidusCloud

Smart Selling Tools

We enable organizations to accelerate and maximize their lead to money process by identifying the right leads, ensuring proper territory and quota distribution, enabling sales forces, automating quote and proposal generation, and streamlining sales compensation.

Transforming Enterprise Sales Organizations With AI/ML

Xactly

For decades, companies have gathered different tools to manage compensation. It is quickly transforming due to a variety of software tools aimed at helping improve day-to-day execution of the sales process. Gathering Big Data with The Right Tools.

The Biggest 2013 HR Challenge for Sales is 2014

Sales Benchmark Index

This post includes one tool to think more strategically about a part of the business. The tool shown below shows a quick assessment of Return on Investment. It compares the new revenue contribution for 3 different sales channels: Direct Field Sales.

How to Scare Your Top Sales Reps

Sales Benchmark Index

For help, download the Change Communication Creator tool. Our territories? Have different senior leaders communicate via different channels throughout the project. Completely plan communication content, dates, channels, and communicators. It never fails.

Top 20 Sales Tech Vendors to Follow (and Party with) at Dreamforce #DF18

Smart Selling Tools

Its sales territory optimization solutions enable companies to maximize revenues across the entire sales force – territory by territory. It is an all-in-one connector of enterprise-class CRM-driven processes and the tools that people actually use day-by-day.

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The Weaponization Of Social Media

Partners in Excellence

It seems we are at war and social media tools are becoming weapons of mass distraction. It seems that we have taken all that was bad about the old school channels–advertising, the phone, direct mail, email, replacing it with the new, “cooler” channels.

9 Sales Dashboard Examples That'll Help You Set Up Your Own

Hubspot Sales

Channel Sales Metrics. Sales Process, Tool, and Training Adoption Metrics. However, if you're not using a CRM, there are standalone reporting tools that allow you to either sync or import your data to create dashboards and reports.

Elevating the customer experience

Sales and Marketing Management

In cases where it’s not possible for geographic proximity, a tool like Slack ( www.slack.com ) can be set up with a unique channel for each B2B customer. Change territory assignments less often to give reps and customers time to build relationships. It need not be in one place as long as data analytics tools are available to pull from separate sources.

Staying Ahead of the Sales Clock by Aaron Tolson

Increase Sales

Fortunately, today with mobile technology, sales reps have some weapons they can use to win back their time: What to look for when choosing the right tool? Aaron was instrumental in a roll-up within Cisco’s channel to create Presidio, Inc, the largest channel partner for Cisco.

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How CPQ Helps Finance Grow Revenue and Increase Profitability

Cincom Smart Selling

CPQ can be the essential tool that provides the information that Finance needs to participate in the strategic and tactical planning discussions. CPQ data illuminates specific performance metrics related to individuals, departments, territories, products and options. Territory Performance. If a company’s product is selling well in one territory and not in another, finance can help examine potential reasons why this might be happening. Channel Performance.

Expert Opinion: Capture Revenue with Strong Onboarding

Sales Benchmark Index

Early takeaways from the field: Sales Force Automation tool must be optimized – Salesforce.com adoption by reps and managers can be improved. Salesforce.com is not a compliance tool. Yesterday, we ran an Expert Panel with a client’s top performing reps and managers.

9 Places Salespeople Can Find New Prospects Fast

Hubspot Sales

Here are some Twitter lists you might want to create: Prospects within your territory that you want to keep tabs on. Bloggers and media that report on companies in your territory so you can find out about new companies. HubSpot's free CRM tool offers just this capability.

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. For us, the core tools are Salesforce and Engagio.

Building Your Personal Brand

Partners in Excellence

A lot of the discussion about Personal Branding has to do with leveraging Social Channels in building huge networks of followers. Our customers are hanging out in different places now, increasingly in social channels. There’s a lot written about building Personal Brands.

Is Technology Tanking Your Lead Generation System?

No More Cold Calling

Use social channels to find out what’s going on with them. This isn’t just dangerous territory for families; it also makes for bad business. But the most powerful tool in any sales organization’s toolbox is still its people! Remember, prospecting is all about people.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]

Pointclear

Don’t forget all of the additional channels beyond email, mobile, and social to communicate with your prospects. It uses many of the traditional tools that marketers have used but with greater skill and precision.

Sales Operations Demystified: What It Is, Why It Matters, and How To Do It Right

Sales Hacker

Through strategically implemented training, software tools and engagement techniques, sales ops leaders enable sales reps to focus more on selling in order to drive business results. . Selection of Enablement Software and other Technology Tools. Communication and Conferencing Tools.

The 40+ Best Apps for Salespeople Who Want to Win

Sales Hacker

To win at sales, you need the right tools. Social media tools. Presentation tool. Best Social Media Tools. It’s an online productivity tool for those often finding themselves traveling, in flights, or in online meetings. Best Presentation Tool.

How to upgrade your team from Google Docs to Nutshell

Nutshell

Our Google Apps integration makes it incredibly simple to upgrade from Google Docs to Nutshell, and will help you sell more effectively without forcing you to leave the tools you’re most familiar with. Then, Nutshell Intelligence will automatically enhance your Google contact records with information pulled from social channels and public databases, filling in job titles, locations, company details and more. Turn Google Maps into a selling tool.

Smart Selling Visions: Up-Close with Top Revenue Leader Leslie Stretch of @CallidusCloud

Smart Selling Tools

We enable organizations to accelerate and maximize their lead to money process by identifying the right leads, ensuring proper territory and quota distribution, enabling sales forces, automating quote and proposal generation, and streamlining sales compensation.

10 Ways To Optimize Your Sales Process Through Sales Data

Sales Hacker

Sales region / territory. After segmenting your leads, you may notice that certain channels produce better, faster or more leads. Channel. Channel is where your audience exists. This also helps personalization when using an automated lead engagement tool.

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