Entries by LeadMethod

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 […]

5 Channel Sales Resolutions You Can Actually Keep

New Year’s resolutions are a notoriously bad bet. In fact, the odds of keeping one are against you. According to Business Insider, nearly 80 percent of resolutions fail by the second week of February. But don’t give up on resolutions just yet. The key to instituting a change you can actually keep is to identify […]

How to Overcome Channel Conflict for Better Results

Google “channel conflict” and top results and definitions all relate to unwanted competition between business partners — sales reps, retailers, distributors, etc. Perhaps channel partners unnecessarily compete with one another for customers, or possibly even with the brand itself. What typically follows is financial losses and low morale. Here at LeadMethod, when we share best […]

3 Tips for Successful Channel Partner Nurturing

In a channel sales model, manufacturers generate leads for their channel partners and distributors. Done right, these leads are first scored based on their priority and then passed to the appropriate channel partners for follow up. What’s happens next, might be less clear. Were the leads contacted? How fast? Was a quote offered? Did the […]

Increase Channel Revenue by 20% Without Increasing Your Marketing Budget

According to SiriusDecisions, as many as 78 percent of sales leads receive no follow-up. That’s a figure sure to keep CFO’s and VP of Sales awake at night. But that 78 percent number also represents a source of incredible opportunity. By simply creating a process to contact more leads — and therefore better understand why […]

Lead Scoring Playbook for Manufacturers That Sell Through Distributors

Are your distributors receiving sales leads that are clearly ranked in terms of their sales potential? Treating all leads as equals is not only inefficient, but also inhibits revenue potential (spending time and resources on an unlikely buyer, while a higher-potential opportunity sits idle). This is why prioritizing sales activity — known as lead scoring […]

Help Channel Partners Sell More with Lead Scoring

Not all sales leads are created equal. Some leads, because they match your buyer persona or because they have shown a strong interest in your product or service, have a higher probability of becoming conversions. Other leads, because they don’t fit that criteria, are less likely to convert and may actually end up costing you […]