How to Revolutionize Your Lead Management with Partner Lifetime Value
The best way to route leads is by using Partner Lifetime Value (PLV) as the primary criterion for distribution. This strategic approach to lead management moves beyond simple rules like...
Lead Management Software in the Post-COVID World
A lot has changed around the world in all aspects of our life over the past 18 months, and that includes how lead management works in a distributed partner network....
Lead Management. Leads Everywhere… How to Pick the Right Automation Software
In our earlier articles on lead management, we discussed why it is essential to have the right strategy, structure, staffing and systems. As a part of building the right systems,...
Lead Management. Everywhere Leads… How to Pick and Build the Right Systems
Once you have figured out your lead management strategy, structure and staffing plans, it‘s essential that you have the right systems in place to truly build a world-class lead management...
Leads, Leads Everywhere… How to Staff Up for Your Channel Lead Management Strategy
In my previous articles on lead management, I explained why building the right strategy is important, and how a thoughtful structure can make a big difference. In this article, we...
Lead Management. Leads Everywhere. How to Build the Right Organization?
In my previous article on lead management, I discussed how to develop the right lead generation and management strategy by tying it to market segments, product types, pricing, complexity and...
Lead Management Strategy? Which Management Strategy Should I Follow?
Channel sales are dependent on partners’ ability to generate, manage and close sales leads. Sometimes partners are able to generate new opportunities for a vendor, but in most cases vendors...
Making Lead Management Work for Your Channel Sales
Lead management appears to be extremely complicated for organizations selling through the channel. However, it doesn’t have to be that way. While it does require some planning, developing and deployment—along...
