A lot has changed in the past month as to how companies do business. In these volatile times companies are looking for any edge they can gain to improve efficiency and effectiveness in their business.

Proax Technologies calls LeadMethod’s CRM Connector the ‘Holy Grail’ of software platforms for industrial distributors Facing a rapidly increasing volume of leads, Proax today announced its partnership with LeadMethod to improve visibility into its sales pipeline and accelerate revenue opportunities. Proax currently works with more than two dozen manufacturing partners worldwide.   As a leading […]

Best practices for improving engagement, loyalty and performance. To improve the engagement, loyalty and productivity of your channel partners, it’s critical you take the time to focus on their satisfaction.

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.

Here’s how to build a sales pipeline that converts opportunities into revenue. At its most fundamental, a sales pipeline is simply insight — the ability to see every stage of your sales process front and center from prospect through to deal closure. Why should today’s distributor define a formal sales process?   The more control […]

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 […]

If you’re a distributor that partners with manufacturers, odds are that a few of them generate and share sales leads with you. This indirect sales distribution model has numerous benefits for both you and the manufacturer. You obtain sales leads at little or no marketing expense, and the manufacturer enjoys expanded market share without the […]

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 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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

Our CEO, Justin Johnson was recently interviewed by Sales Pipeline Radio.  Here is a link to the 20 min interview on the challenges and opportunities of selling through channel partners – distributors, manufacturers reps, dealers, or resellers. In the interview Johnson discusses why having a clear process and the right software product for engaging channel partners […]

You’ve worked hard to establish and build your channel partner and distributor relationships. Selling through channel partners is expensive and requires a lot of time, but, if done correctly, can yield significant revenue growth and profits. Getting the most out of the relationship requires a focused and defined approach. In reality, doing this correctly often is […]