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 […]
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Entries by LeadMethod
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
LeadMethod is a revolutionary software platform built specifically for companies selling through an outside channel of distributors and independent representatives. LeadMethod helps companies automate the lead capture and distribution process, generate real-time feedback from their channel partners, and make data-driven decisions to increase sales. LeadMethod can be used to optimize existing CRM and marketing automation software or as a stand-alone platform.
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LeadMethod in the news
- 5 Ways to Improve Distributor Feedback and Increase Revenue (Flow Control Magazine)
- Technology Helps Improve Communication Between Manufacturers & Distributors (Industrial Distribution Mag)
- Maximizing Sales Lead Opportunities (World Pumps)
- The Communication Problem in Channel Sales (Modern Pumping Today)
- Manufacturers Boost Sales with Lead Management Software (Industrial Supply)