Five Strategic Selling Techniques That Will Improve Your Closing Ratios
The only thing that is consistent in the competitive landscape of the global marketplace is that things are constantly changing. While supply and demand will constantly shift, the one thing...
Why PRM Software Needs To Have Great Incentive Management Capabilities
Over the last decade or so, a new category of software called partner relationship management software or PRM software has been evolving rapidly. What’s the primary driver behind this evolution?...
3 Reasons Multi-Touch Marketing Is Mandatory for Successful Campaigns
Why is multi-touch marketing important? Customers today live in a complex buying world. They now have the option to buy in traditional brick-and-mortar stores as well as online, by phone,...
Four Methods of Refining Your Teleprospecting to Improve Sales Success
Telemarketing has been around for decades, and everyone is very familiar with the dinnertime “Are you happy with your long distance service?” phone call. A proven technique for drumming up...
Inbound Marketing Insights to Win Over Your Target Audience
Wouldn’t we all rather have customers willingly walk through our door instead of having to stand on the sidewalk and wave our arms for attention? Once upon a time, business...
10 Cold Calling Tips to “Dummy Proof” Your Efforts
The very first thing that scares most people about sales is the initial cold call. Often it can turn away a potential salesperson before they ever get their feet wet...
Seven Essential Requirements for the Next-Generation Partner Portal
What is a partner portal? What are the primary components of today’s partner portal? Where does program content end and relationship automation begin? And why are so many systems needed...
The Partner Portal is Dead, Long Live The Partner Portal
“The King is dead, long live the King!” is a proclamation that marks the accession of a new monarch and the beginning of a new era. Something similar is happening...
Content Syndication for Your Partner Network: Seven Mistakes to Avoid
Content marketing has become the cornerstone of marketing effectiveness, and content syndication provides amplification via an extended network. Organizations selling through the channel can reach an audience of unprecedented size...
Lead Management as a Key Channel Management Capability
Leads, leads everywhere—but not a single one to close. Isn’t this what you hear almost every day from vendors and their partners? Vendors spend millions on end-user marketing to generate...
Why Channel Management Varies around the World
Channel management varies significantly around the world due to market maturity and regional factors. Organizations must recognize how structure, culture, solutions, and visibility shape partner strategies. Adapting these critical elements...
Why Channel Partners Don’t Use Market Development Funds (MDF)
Most vendors that are selling through the channel depend on their partners to generate demand instead of just relying on leads generated by the vendors. However, the sad reality is...
