Most manufacturers who sell through indirect sales channels are content to let their distribution network own the relationships with purchasers. The problem with this approach is that their sales partners have tremendous power that can sway buyers to competitive products.
If you have yet to create a buyer persona, please stop whatever you're doing and create one. The buyer persona is the cornerstone to helping your sales teams, both direct and indirect, drive growth. It allows you to not only have a good understanding of who you're targeting, but it shows you how to tailor your sales approach to address the pain points of the prospects.
Concert ticket sales hit an all time high in 2018 reaching over $2.2 billion in global revenue. The projected worth of the augmented and virtual reality industry in the next five years is over $60 billion. Needless to say, people love to be entertained by live, interactive experiences. And when it comes to B2B communication, this principle is no different.
Even though the goals of marketing efforts are relatively static, the strategies in which channel marketers utilize are ever changing. In our current digital landscape, there are many savvy tools, tricks, and tips that are available to help make marketing through a channel easier and more cost effective. From understanding your target market to implementing through-channel marketing automation, these tips below will help you better understand how to use marketing development funds (MDF) more effectively so your indirect sales strategies become more successful.
If you’ve lost a channel partner, you know partner churn is like the mean, older sibling of customer churn. Whether they left on their own, or you had to part ways over poor performance, partner churn has a whole host of unique challenges. There’s coordinating the return of unsold product, POS systems, and marketing collateral, as well as tasking IT with removing their information and accounts from your partner portal and PRM platform. And, as the channel manager, you’re faced with the questions of that partner’s customers. Why are they no longer carrying your product? Where can they get it now? Or worse, you could lose those customers altogether.
Marketing in an indirect sales channel is no easy feat. The channel manager has little visibility to their end users, and they have to rely in part on their channel partners to effectively market their products in order to make sales. How do you as the channel manager supply your partners with what they need to succeed? Below, we’ve gathered some ways you can enhance your partner marketing program for smoother selling throughout the entire channel.
If you’re jumping on the sales enablement boat this year, you might be wondering what you can do to put the wind back in your team’s sails. With the right strategy, the right training, and the right tools, you can bring up that anchor and set course for closing more deals.
Last September, HubSpot unveiled Enterprise levels for their Sales and Service Hubs, as well as a big update to their Marketing Hub Enterprise. The additional features of the Enterprise level aim to solve challenges of larger, more complex teams. If you’ve been thinking about adding or upgrading HubSpot’s Enterprise Growth Suite to your business, here’s a look at some of the advanced features available at this tier.