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Indirect Sales Strategy

How Can a CPQ Engine Improve B2B Sales?

By Kevin Dean | July 19, 2019
B2B sales tactics are changing quickly, and the tools are changing just as fast to keep pace. While many sales teams have changed to using CRM software to support customer data, it isn’t enough to provide the sales teams with fast research tools. Current prospects and leads are often looking for quick quotes and product details. For many B2B companies, getting a fast and accurate quote is a big part of sealing the deal. If the interested business contact can’t get answers from your team, they will get them from a competitor. A CPQ engine can support your sales team as a tool for providing automated quotes.

Indirect Sales Strategy

Is Your PRM Software Paying Off? 7 Ways to Check.

By Kevin Dean | July 17, 2019
Companies depend on reliable partnerships. The right Partnership Relationship Management (PRM) software can streamline collaboration with business partners, including contractors, vendors, sales teams, resellers, and distributors. Optimizing relationships is a great thing, but it can be hard to assign a dollar value. PRM software doesn't close new business or form the partnerships in the first place. It does, however, cost money. Upper management or shareholders might want to know what return they are getting on their investment in this solution.

Indirect Sales Strategy

Partner Relationship Management for B2B Manufacturers

By Kevin Dean | July 15, 2019
To keep business afloat, you need to make sure your dealers and distributor partners are satisfied with your services. One of the easiest ways to maintain this satisfaction is to enact Partner Relationship Management (PRM). According to Techopedia, PRM is defined as “a business process by which an organization incorporates policies, procedures and methodologies to deliver, manage and maintain its relationships with external business partners.” 


2019 Summer Internship Recap

By Rachael Mooney | July 11, 2019
    Hello all! Rachael, here. For the past two months, I have been working for ManoByte as the Digital Marketing Intern. Sadly, today is my last day here at ManoByte. In the wise words of William Shakespeare, “Parting is such sweet sorrow”.

Indirect Sales Strategy

Lead Management and the Distribution Channel

By Kevin Dean | June 25, 2019
Lead management and distribution channel influence are intertwined—yet there are camps on both sides who both say they are the fundamental driver of product movement, and that the other side simply accommodates the direction. Both are wrong. The synergy that occurs to cause growth in the distribution channel is directly influenced by lead generation and influenced by increased awareness and presence of distribution in new markets. It’s a chicken and egg situation to argue semantics about who comes first. What’s important to know is a good, practical understanding of how the two elements rely on each other and impact each other regularly.

Sales Enablement

Why You Need a Documented Lead Scoring Process

By Kevin Dean | May 21, 2019
Sales is a numbers game. The problem is sometimes the numbers don’t always seem to be in your favor. Lead scoring tilts the scale so that your sales teams are the their time productively, focusing their attention on leads that are more likely to close.

B2B Marketing

The Difference Between Brand Awareness, Consistency, Extension, and Dilution

By Kevin Dean | April 19, 2019
  In business, your company lives and dies by its branding. Having a brand which people know and trust is often the difference between turning a profit or being forced to close your doors forever. That is why finding ways to promote and protect your company's brand is essential for every business owner. Unfortunately, the importance of a business' brand is often overlooked by the new entrepreneur.  This short guide will walk you through four aspects of branding you need to know to run a successful business.

B2B Marketing

What does it mean to have an Omnichannel content strategy, and why is it important?

By Kevin Dean | April 17, 2019
Nowadays, there are dozens of touchpoints with your customers—from your website to your social media presence to email to any physical locations or trade shows you attend. Your customers can reach your business any time in a variety of ways, but do they have a consistent experience when and wherever they reach out to you? This is the goal of an omnichannel strategy, which plenty of companies are adopting to provide a consistent cross-channel customer experience.