Entries by LeadMethod

How to Accelerate Speed to Contact and Win More Business

Imagine you want to buy a car on a Saturday. You go to dealership A and the salesperson says he’ll call you in 24 to 48 hours. Meanwhile, you go to dealership B, test drive the car you want, ink the deal, and drive home.  When the salesperson from dealership A gets around to calling […]

Distributor Dilemma: How to stop wasting time on leads

As a distributor or channel partner, you work with dozens of different manufacturers — maybe as many as 500 — who send you sales leads in various formats on a daily basis. Some of those leads arrive via email, others in spreadsheets. Your manufacturing partners might even ask you to log-in to their CRM to […]

Manufacturers: How to share more valuable leads with your channel partners

In a typical B2B or B2C environment, an internal marketing department provides leads — ideally qualified ones — to its counterpart down the hall in the sales department. It’s well known and certainly well documented that the process of sales and marketing alignment is both a challenge and a great source of opportunity. Just try […]

SaaS companies: 5 platform must-haves that maximize channel sales revenue

When we think about companies that sell via channel partners, we often think of traditional industrial manufacturers who create a product and then sell that product through distributors or independent sales reps. It’s not uncommon, however, for Software as a Service (SaaS) companies to operate using a similar model — partnering with value added resellers […]

Take the Guesswork Out of Channel Revenue Forecasting

Do you find yourself guessing what the revenue contribution from your channel partners will be at the end of the month or quarter? Do you look at historical performance and “hope” it continues or even increases over time? For companies that sell through channel partners, separation between financial forecasting and a channel partners’ actual performance […]

How to Create a High Performing Channel Sales Engine

This is the second in a two-part blog series that explores the differences between passive and active channel engagement, and provide tips on how to create a high-functioning, outcome-driven channel sales engine. If you missed our first blog that explains the characteristics of a passive approach, check it out here. 6 Steps to Active Channel […]

Is your Channel Engagement Approach Functional, or High Functioning?

This is the first blog in a two-part series that explores the differences between passive and active channel engagement, and provides actionable steps to help manufacturers create a high-functioning, outcome-driven channel sales engine. 5 Characteristics of Passive Channel Engagement Selling through channel partners and distributors is an established, proven, and scalable go-to-market approach for manufacturers […]

3 Critical Questions CFOs Should Ask About Channel Sales

The role of today’s CFO is evolving. Once upon a time, CFOs and budget managers were tasked with preserving the assets of an organization by minimizing risk, getting the books right, and running a tight financial ship efficiently and effectively. In today’s fast-changing digital workplace, CFO’s increasingly play a more diverse role as strategic decision […]

How to Gain a Competitive Advantage with Channel Sales Enablement

Struggling to motivate an underperforming network of distributors or channel partners? Looking for ways to gain a strategic advantage over your competitors while maximizing channel sales? The problem may not be the distributor(s). The problem may be a lack of support. Sure, any business with a network of indirect sellers can build revenue. But are […]