There are a set of tasks that should be done in a systematic way to achieve the optimal kick-start to your channel sales program. These ideas come from a great book I just read on employee on-boarding, that I’ve adapted for the channel community. On-Boarding…How to Get Your New Employees Up to Speed in Half... read more
It was an honor to write my first guest post for Market Leadership… What every CEO needs to know about FlashMobs and Leadership. So you think you’re a leader? Check out this3 minute video Oprah and Black Eyed Peas Flash Mob and read my post on what it means to be a leader. Harnessing the... read more
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
Are companies realistic about the results expected from Channel Partners in the first 90 days after signing them? I’ve seen a lot of companies who sign up Partners and then expect the sales to flow. This isn’t realistic. The expectation for what has to happen in that first 90 days is on-boarding, not sales. Those... read more
You’re at this post, because something about your Channel Program isn’t working. Regardless of the symptom, I suspect that the illness is Sales – your sales aren’t what you expected. If I’m right, continue reading, if not thanks for stopping by. Without knowing the specifics of your individual Channel Program, I can state pretty positively... 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
Get updates by RSS or by email:
