Entries by LeadMethod

How to Attract and Retain the Best Channel Partners and Distributors

If you depend on channel partners to take your products to market, you know how important it is to identify, recruit, and retain the best distributors. When it’s time to acquire new partners, or replace under-performing ones, approach the process as you would hiring a new employee. When hiring, you consider the experience, background, skills […]

Stop Using CRM to Manage Your Channel Partner Relationships

Customer Relationship Management (CRM) software has long been considered one of those must-have applications to help businesses sell to customers. After all, it’s a billion dollar industry that’s as ubiquitous in sales departments today as telephones and rolodexes were of yesteryear.  Yet, CRM’s usefulness as a revenue optimization tool has its limitations. In particular, as […]

The ChannelTech Stack is More Than a Partner Portal and a CRM

This is the second in a two-part series on how to build a successful ChannelTech Stack. In our first installment, we discussed the four key elements required to develop a results-driven channel partner technology stack. If you missed it, catch up here. Leveraging today’s technology to enable channel sales requires an approach that goes beyond […]

4 Strategies to Create a Results Driven Channel Partner Technology Stack

Are you throwing technology darts at a wall and hoping they land near the bulls-eye? We all know that technology can play a critical role in fixing challenging business processes. But technology — by itself — isn’t a magic pill. Anyone who has dealt with the data silos, underutilized technology, and integration headaches all caused […]

3 Tips to Improve Communications with Channel Partners

Strategies for better engagement, participation, and results Effective communication between colleagues and co-workers who all work under the same roof is tough enough. For companies that operate using an indirect sales model, the hurdles that stand in the way of effective communication can seem overwhelming.   For all the obvious reasons, communication has long been […]

Why Channel Forecasting is a Challenge, and How to Fix it

The ability to see a clear view of current and anticipated sales has long befuddled companies who sell through distributor or channel partners. And for good reason. The challenge Unlike traditional B2B or B2C sales models, companies that sell through distributors or channel partners often deal with a host of different systems, processes and even […]

5 Elements of a Successful Channel Engagement Strategy

For companies that sell their products through a network of channel partners and distributors, engagement is king. That’s because the more actively you engage, the more you sell. According to SiriusDecisions, a whopping 79 percent of sales leads generated by the manufacturer are not contacted by the channel partner. And traditional forms of engagement, such […]

Improve Your Channel Partner Engagement

We recently conducted a survey to more than 3,200 manufacturing sales and marketing professionals and the message was clear: They need more engagement and feedback from their channel partners on sales leads. Here is a key stat that we uncovered: Only 36% of companies get feedback from their channel partners on leads and opportunities. The […]

How to Double Channel Partner Sales Conversion Rates

There is no magic bullet when it comes to increasing the performance and revenue contribution from your channel partners. It takes an integrated, systemic approach that brings together information sharing and performance reporting into a shared view. Current “functional” approaches to lead sharing and deal tracking rely on emails and spreadsheets that lack a shared, […]

3 Metrics to Optimize Channel Revenue

W. Edwards Deming was quoted as saying “A goal without a method is nonsense.” If your 2017 revenue plan called for increase channel revenue by some percentage or dollar amount, you have a goal. Great. But do you have a method? We work with companies who rely on their channel partners for a significant portion […]