Creating symbiotic relationships, where both parties benefit, is the first step in guaranteeing sustainable partnerships. While many channel managers are experienced in managing their current partners, acquiring new ones is a different story.Read More
Inside sales has grown immensely over the past decade; research shows that 800,000 jobs were projected in inside sales from 2009 to 2012. It hasn’t showed any signs of slowing down. According to 2016 data, inside sales personnel held a 54.4 percent majority over a 45.5 percent field sales minority. By 2020, it’s projected that there will be more than 6 million inside and field salespeople in the US, with a vast majority dealing in inside sales.Read More
You and your team of salespeople likely excel at closing sales. You likely have a firm grasp of managing your top enterprise accounts. However, managing a funnel of leads and prospecting and qualifying them for growth are also likely consistent challenges.
You aren’t alone. As data shows, 25 percent of leads are legitimate and should advance to sales, but 79 percent of marketing leads never convert. What’s more, 73 percent of leads are not sales-ready, and 50 percent are qualified but not yet ready to buy.Read More
Implementing and maintaining a partner program requires a bit more effort than blind luck. In today’s channel sales environment, attracting qualified prospects—and putting in the work to retain them—isn’t as simple as it once was. With a myriad of options available, partners now have more power than ever to select vendors that appeal to their needs.Read More
By now, you’re all very much aware of channel partner marketing and its many benefits. We’ve covered it extensively on our blog. From little-known secrets that can boost sales productivity to partner management best practices that will revamp relationships, our in-depth articles cover the spectrum of this highly-skilled sales and marketing processes. While it’s certainly helpful to read detailed examinations of specific topics, sometimes, it’s the little things that count.Read More
The industry has become both increasingly accessible and competitive thanks in part to improved tools and software. On one hand, technology has simplified and automated an array of processes. On the other, it has created a demand for sales teams and their managers to stay up to date.
These days, deploying the right technology and tools is essential to success. According to a recent report, the tools that a sales rep uses are highly correlated to the rep’s performance. In fact, 82 percent of top salespeople cite sales tools as “critical” to their ability to close deals.Read More
If you run a channel, your primary focus is on growth. You want to drive revenue through partner recruitment, geo expansion, new verticals, sales training, market intelligence, and technology enablement. The truth is, channel sales are here to stay and you need to be on top of the changing environment.Read More
It’s a highly competitive sales market, and new companies of every shape and size are nipping at your heels to steal your prospects and customers. That’s why it’s important to have a concise direct sales strategy in place in order to hit revenue targets, boost growth rates, and increase profits.
It all sounds very elementary, but nearly 20 percent of tech decision-makers evaluate their use of direct sales best practices as poor or below average. Additionally, about one-third of organizations claim they are average in their deployment of best practices across contact and activity management, sales opportunity management, sales performance management, and sales analysis.Read More
Depending on how you configure it, a channel-partner program can be an efficient way to grow your business—or a huge drain on your resources. If you have an active channel, enabling your partners is the first key step in creating sustainable relationships. However, finding the resources and the time to provide consistent enablement can be difficult.
It’s easy for managers to get caught up in the daily minutiae of managing a multifaceted sales team. If you’re managing both direct and indirect sales forces, it can be tough to strike a balance between the two. And far too often, this results in operating both on autopilot.Read More
It’s no secret that a large amount of revenue flows through the channel. According to ServiceSource, more than 68 percent of North American tech companies’ revenue is earned through the channel.
Implementing best-in-class sales channel management processes is important if you want to sell products and services through diverse, multifaceted sales channels. And driving revenue, while attracting top-performing partners, is essential to your organization—not only for success, but for survival as well.Read More