Andy Sernovitz has written a great book – Word of Mouth Marketing …. How Smart Companies Get People Talking. Those of us managing channels struggle every day with how to really leverage the power of our channel partners in terms of referrals – the network effect. We know that we get sales from our partners. ... read more
It’s the job of Channel Marketing to ensure that Channel Partners are ready to market and sell your product. How do you do that? By teaching your partners *how* to sell and market your product. A cookbook is one approach. Regardless of the type of product you sell, there are some basic elements that should... read more
Saw a tweet today from someone asking about Channel Marketing. He was filling in doing Channel Marketing until his firm could hire a permanent individual and he was looking for the 1 or 2 *must-do* things. I responded @Mindtrekker Revenue-ready your believers (they want to grow but have no plan). You have higher influence and... read more
Read a tweet today that caused me to research a letter written by Martin Conroy from the Wall Street Journal, first mailed in 1974 and used through the late 1990’s and what many people believe to be the greatest sales letter of all time – generating over $2B in revenue for the Wall Street Journal. ... read more
July means one thing if you follow cycling: it’s Tour de France time. I think it’s the most exciting sporting event of the year. I now it’s heresy to say that on the heels of the World Cup, the Stanley Cup playoffs, and the NBA finals, but I believe it. The Prologue and Stage 1... read more
Effective partner communications will drive increased sales. Ineffective partner communication is a waste of time and money. It’s that simple. The five top mistakes that I see clients make include: read more
Companies can waste a lot of time and expense in signing up partners who aren’t going to be effective. In order to have the best results, companies should only sign up partners who are *qualified*. The definition of qualified varies for each situation read more
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