Entries by LeadMethod

In 2019, help your channel partners be more productive

If your goal in 2019 is to hit new revenue targets, improving the productivity of your channel partners and distributors can help get you there. In fact, nearly 80 percent of sales executives believe increasing the productivity of an existing sales force is critical to reaching revenue goals.

Optimize your channel lead management process to sell more

5 strategies to convert more leads into paying customers. If your marketing efforts and lead volumes are in good shape, and your external sales team is handed a healthy list of sales leads, but your conversion rates aren’t keeping pace, the problem may be your lead follow-up process.

How to enable your channel partners to sell more

Latest industry research uncovers what sales channels need for double-digit revenue growth. B2B enterprises more often provide tools and training to their direct sellers, while frequently overlooking their indirect or partner channels. That’s according to recent findings by Forrester Consulting, in a survey of more than 200 sales enablement leaders at B2B companies across the U.S.

Industrial sales reps, it’s time to optimize your LinkedIn profile

Manufacturers reps and distributors: Here’s how to optimize your profile to engage prospects Last month, LinkedIn — the business-focused social network — reported it has 562 million users. That’s up from the 500 million figure it recorded in 2017. While the total number of LinkedIn users is interesting, what’s more relevant for today’s sales rep […]

4 Ways to Recognize and Avoid an Underperforming Channel Partner Program

Inherent in a distributor sales force model is a lack of communication and understanding between separate entities on the status of their leads and sales pipelines. Manufacturers send leads to their distributors, but rarely get feedback on what happens with those leads, the opportunities they represent, forecasted sales, or the pipeline as a whole. In […]

2018 Channel Survey Results: A Strong Need for Better Channel Engagement

We recently conducted a survey of more than 4,475 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: 60% of companies do not get feedback from their channel partners on leads and opportunities. […]

Here’s What Effective Channel Engagement Looks Like

Sales managers understand that channel partner engagement is the lifeblood of successful indirect sales. The more effective your channel partner engagement program, the easier it is for your distributors to do their job of selling and servicing your products every day. Market fluctuations and rapidly changing customer needs, however, have created an increasingly challenging environment […]

6 KPIs That Every Channel-Based Business Should Track

Business leaders today rely on data in order to make calculated, smart decisions for their organizations. To stay ahead of the competition and constantly changing business environments, seasonal trends or economic indicators are no longer good enough — particularly with the technology tools available today. Data is the new currency of the digital age. Whether […]