Magnetrix

DECEMBER 28, 2020

As a company that sells through channel partners , it is expected that they work towards increasing corporate sales. Channel partners are relied on and trusted to perform and meet their goals, therefore, doing an effective job at selling is essential. Who wouldn’t want a high performing sales team? Less turnover.

Credit 75

Credit Channel management 75

Magnetrix

APRIL 22, 2021

This phrase couldn’t be truer in relation to business strategy, or more specifically, the channel sales and sales channel strategy. With business and sales trends constantly changing, it is beneficial for your business to have a flexible business strategy that can easily be adapted to trends as they change.

Channel strategies 72

Channel strategies Partnering capability and readiness Collaboration Utilities 72

Mindmatrix

AUGUST 5, 2022

Value selling is one of the most successful sales techniques that is widely used in the industry by both direct and indirect sales channels. This blog explains what value selling is and discusses the role of sales enablement platforms in helping channel partners and salespeople engage in value selling effectively.

52

52

Magnetrix

MARCH 11, 2021

Channel sales slowed; or crashed; dramatically, and both vendors and channel partners found their established partner programs ill-equipped to cope with the fallout. With market indicators pointing to partner-centricity as the key to success, here are seven essential steps to building a highly-profitable channel sales strategy.

Channels and alliances 98

Channels and alliances Channel strategies Successful channels Ecosystems 98

ITA Group

APRIL 5, 2022

5 Ways to Enable Channel Sales & Account Managers. Channel Account Managers (CAM). Channel Sales Managers (CSM). Partner Sales Managers (PSM). Regional Sales Managers (RSM). So why do these roles tend to go unnoticed in channel programs? The Power Behind a Well-Enabled Channel Account Team.

Utilities 67

Utilities 67

Channel Incentive Best Practices

JANUARY 5, 2021

Looking to take your SaaS solutions to market via the Channel? If so, join Channel Mechanics for the upcoming webinar “Channel Sales for SaaS”, with guest speakers, Justine Cross , Managing Director, EMEA Channels and Nehul Goradia , Co-Founder, Enabler ONE. – Saas Pricing models for the Channel.

Channels and alliances 52

Channels and alliances Co-Alliance Global alliance Banking 52

The 2112 Group

APRIL 13, 2021

Joe Sykora joins Channelnomics’ Changing Channels host Larry Walsh to talk about strategies and tactics for instilling in partners the imperative of selling persistently and consistently. The IT channel is, by definition, a route to market for selling and delivering technology goods and services to end customers. Subscribe Today!

Ecosystems 52

Ecosystems Channel strategies 52

Magnetrix

MARCH 2, 2023

Introduction Hyperscaler marketplaces are having a significant impact on channel sales. This has led to a shift away from the traditional channel sales as customers are now able to purchase what they need directly from a cloud provider. What are hyperscalers and hyperscaler marketplaces?

Ecosystems 52

Ecosystems Collaboration Retail Channel strategies 52

Impartner

SEPTEMBER 15, 2020

You’ve learned to be resourceful with fewer resources, to embrace change and to be a channel-champion for your partners. Here are a few more helpful tips to get you through those channel challenges: Rely on Referral Partners. You may be surprised at how many channel chiefs are experiencing the same challenges you are.

52

52

Mindmatrix

SEPTEMBER 9, 2021

Within b-to-b sales organizations, sales enablement plays a critical role in preparing new salespeople for success. But even before sales onboarding can begin, the enablement function must help find and engage top talent.

97

97

PartnerTap

FEBRUARY 21, 2024

Co-selling is suddenly the hottest topic in partner, channel, and sales circles. Because companies are realizing the old sales playbook is broken and finally making sales transformation a top priority in 2024. Some companies have publicly announced new “partner-first” or “channel-first” sales strategies.

Ecosystems 130

Ecosystems Collaboration Channel management 130

Impartner

JULY 27, 2018

“If your channel partners don’t know the value of your products, how are they going to successfully sell them?” ” If you are in the business of selling, you want your channel partners to perform well. We’ve outlined a few key components to consider when building your marketing program to your channel partners.

Utilities 52

Utilities 52

PartnerTap

FEBRUARY 20, 2024

As outlined in The Sales Transformation Imperative in 2024 , companies realize they need a new sales playbook to support modern buyers and win deals with more complex dynamics. When done right, co-selling can source more pipeline for your direct sales teams and source more opportunities for your channel partners.

Sales leadership 130

Sales leadership Legal Collaboration 130

PartnerTap

FEBRUARY 20, 2024

We know that the old sales playbook no longer works and sales transformation is a top priority in 2024. Companies have changed how they buy products and services for their companies, and sales deals today are exponentially more complex than they were 10 years ago. This is co-selling.

Co-Alliance 130

Co-Alliance Channels and alliances Credit Ecosystems 130

PartnerTap

FEBRUARY 12, 2024

2024 is the year companies admit the old sales playbook is broken and invest in sales transformation. Companies that don’t modernize their sales playbooks won’t survive. Over the past year we heard the announcements from companies about their moves to “partner-first” or “channel-first” strategies.

Credit 130

Credit Channel management Collaboration Ecosystems 130

Channel Insider

APRIL 27, 2021

IT vendors and channel partners alike are betting heavily that upgrades to data centers will begin in earnest in the second half of this year as IT personnel return to work in these facilities. Channel execs optimistic. Many channel chiefs and distribution executives also appear cautiously optimistic. Storage revenue was $4.4

Channels and alliances 41

Channels and alliances 41

Channel Insider

APRIL 27, 2021

With employees returning to offices, channel partners are betting on strong on-premises tech sales later this year.

49

49

PartnerTap

JULY 11, 2023

In this article we break down how to source new logo accounts, accelerate new logo sales opportunities, and track your new logo pipeline and revenue, each in just one step. First, you get an email request from a partner for a sales rep introduction. Check out this masterclass webinar to see how to drive new logo growth in one click.

Successful channels 246

Successful channels Credit Ecosystems 246

Mindmatrix

JUNE 23, 2021

In the world of b-to-b sales organizations, highly disruptive offerings that provide a new way for buyers to solve an existing problem require new paradigm selling. Because buyers are aware of the problem but committed to established market solutions, sellers must provoke them to explore solving the problem in a new way.

90

90

Successful Channels

NOVEMBER 4, 2018

Top channel executives agree that sales enablement of your channel team is one of the most important things to improve revenue growth. It is proven that sales teams of any type that a trained, capable, and motivated will yield consistently higher revenue growth rates.

Channel management 45

Channel management Successful channels 45

Crossbeam Blog

DECEMBER 23, 2020

If you have a fun house mirror at your desk because, really, there should be ten of you , we see you.

Channel management 98

Channel management 98

PartnerTap

NOVEMBER 17, 2021

In this article, we highlight three tools that should be in every channel tech stack. The channel tech industry is awash with solutions created specifically for partnering, so it’s easy to get lost in this sea of software. Channel software is a great solution because it helps streamline, automate, and simplify channel processes.

Ecosystems 246

Ecosystems Channel management 246

Successful Channels

FEBRUARY 16, 2018

Isaac Singer needed to create an entirely new channel to represent, demonstrate, sell and service his invention to a yet-to-be-developed consumer and small business sewing market. The Singer Sewing Machine dealer program was the first of its kind and provided a blueprint for the modern channel structure that is still used today.

Credit 52

Credit Channel strategies Channel management Successful channels 52

Mindmatrix

JUNE 16, 2021

In the dynamic world of b-to-b sales, delivering learning that sticks has a direct impact on critical activities that drive quota attainments, such as the successful launch of a new offering or the effective articulation of an organization’s differentiation in a rapidly changing market.

98

98

PartnerTap

OCTOBER 1, 2023

Does your sales team co-sell with partners? Co-sell has become a top priority for many enterprise sales, channel, and partner teams this year. Within five years I predict co-selling will cross the chasm and become the de facto sales motion for enterprise companies. If so, to what degree, and with how many partners?

Ecosystems 189

Ecosystems Collaboration Channel management 189

PartnerTap

SEPTEMBER 26, 2023

Have you ever noticed how the sales reps and deals that get called out for praise usually sound like a superhero storyline? And then there’s the heroic save by the lone-ranger sales rep who pulls off a miracle, wins the big prize, and is now glorified like a superhero. There’s the big opportunity.

Ecosystems 189

Ecosystems 189

PartnerTap

FEBRUARY 27, 2023

Channel and sales leaders are facing a tough market in 2023. But sales reps and partner managers have been doing this forever – because they know there’s gold buried in these lists. Your partner sales rep calls their partner manager, who then calls your partner manager, to ask who their seller should talk to.

Credit 245

Credit Collaboration Ecosystems 245

PartnerTap

JANUARY 26, 2022

It was her idea for an automated account mapping solution, one desperately needed by channel teams to increase revenue. They first met while working as sales reps for ADP, the largest payroll company in the world. They realized that instead of competing against one another, they could increase their sales if they worked as a team.

Channels and alliances 244

Channels and alliances Co-Alliance Channel management Ecosystems 244

Jake Jorgovan

APRIL 10, 2024

Here’s what strategies fractional leaders can adopt: In areas like cost reduction : They implement strategic cuts and optimize resource allocation, ensuring financial resources are channeled where they yield the highest return. Establish Effective Communication Channels Regular Updates : Set up a structure for regular updates and check-ins.

Collaboration 130

Collaboration Finance Energy 130

IBM Business Partners

APRIL 25, 2024

The first step is to build a strategy that’s focused on commerce, a channel-less experience, rather than ecommerce, a rigid, outdated notion that doesn’t meet the needs of the modern consumer. “It’s about experiential buying in a seamless omnichannel journey, which is so rich that it essentially becomes channel-less.”

Retail 84

Retail Engineering 84

PartnerTap

JUNE 1, 2023

The magic of ABM is in the hyper-targeted account-based messaging to land the right message with the right audience at the right time, accelerating the sales cycle. That’s where our network of channel agency partners comes into play. Fortunately, PartnerTap’s Ecosystem Sales Platform makes this easier than ever.

Ecosystems 231

Ecosystems Credit Collaboration 231

PartnerTap

AUGUST 2, 2023

Ideally this person is a top sales executive who either has channel and partner teams reporting to them, or holds significant sway over the channel and partner teams. Let’s be honest, the reason a partner agrees to help you sell your product – and the reason many people choose a career in sales – is to make money.

Finance 130

Finance 130

PartnerTap

AUGUST 2, 2023

Ideally this person is a top sales executive who either has channel and partner teams reporting to them, or holds significant sway over the channel and partner teams. Let’s be honest, the reason a partner agrees to help you sell your product – and the reason many people choose a career in sales – is to make money.

Finance 130

Finance 130

PartnerTap

DECEMBER 14, 2023

TLDR: Run a Partner Shuffle Co-Sell Play with PartnerTap Are your partner managers or channel account managers moving around and getting new partners in Q1? PartnerTap gives your partner and channel teams the detailed data and automation they need to impress their new partners and help them both be successful in the new year.

High tech 147

High tech Ecosystems Engineering Strategic partnership 147

PartnerTap

JANUARY 17, 2024

As I mentioned in Sales Is Broken Part 1 , traditional B2B sales is broken. Most sales reps didn’t hit their quota in 2023 and sales leaders were uniformly thrashed for failing to hit their targets. But there’s a more fundamental change causing the quota shortfall: buyers no longer want to talk with sales reps.

System integrators 147

System integrators Ecosystems Collaboration 147