So you have been chasing your tail and burning the midnight oil trying to implement the first 3 steps we discussed in this blog. Take a deep breath. Think of Channel Marketing as an extension of what you are already doing (or should be doing) with some modifications. Use your existing sales slicks with a […]
Training Your Channel Sales Partners
Welcome to the can of worms I like to call Channel Training. First off, lets set expectations. Your channel partners/resellers are not on your direct payroll. They are often not going to just sell your wares. You will still need your direct sales force to run the sales process. With these expectations in mind, I […]
Building a Channel Sales Program – Setting Commissions
Many people feel that 10% is the magic number for Channel Sales commission. I don’t know where they came up with this number or how. My guess would be people are trying to limit the cost of sales as we all know that Channel Sales are more expensive then direct sales. In my view it […]
The Truth Behind Channel Sales Programs
So you have heard all these wonderful things about having a Channel Sales Program for your Data Center/Cloud Operation. Really, how hard can it be? Offer a 10% commission and the resellers will come knocking on your door. It is sure to give you that 25-40% boast to your sales numbers you and your shareholders […]
The BANT Approach
In sales, following the principles of BANT the acronym for budget, authority, need and timeline is always a useful strategy and one worth remembering. Budget The first thing to determine in a deal is whether a budget exists. Do they have the money? You need to know this before spending valuable time on an opportunity […]
