Janek Performance Group
JANUARY 10, 2023
Another way is through channel sales or third-party partners. While direct selling has its advantages, it’s not always enough for today’s changing markets. In fact, according to research cited by McKinsey , current B2B customers use more than ten channels to interact with suppliers. What Are Sales Channels?
SBI Growth
NOVEMBER 6, 2018
Startup companies generally leverage channel partners to get instant scale without inheriting fixed cost. Hiring a direct sales team is expensive. A indirect selling model has plenty of benefits. A fledgling company looking for additional capital to bring on headcount.
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Bigtincan
AUGUST 16, 2021
So you’re a manufacturer with direct and indirect sellers. In general, you probably have pretty decent control over and insight into your direct sales team. However, capturing the mindshare of channel teams can be a brutal task.
Force Management
JANUARY 25, 2024
The key to ensuring a return on the investment is increasing the breadth and depth of your engagement, ensuring long-term adoption and extending training to all customer-facing professionals, not just the direct sales team. This includes Lead Gen, Pre-Sales, Sales, Post-Sales, Channel, Marketing, and Product roles.
Sales and Marketing Management
DECEMBER 14, 2020
As a longtime member of the incentives industry, I am often asked what businesses can do to better manage their sales teams and their relationships with their channel partners in the constantly changing world. My answer: sales training initiatives. Sales training has grown in importance in the past decade.
Allbound
NOVEMBER 12, 2019
Even for the most channel-centric companies, partner conflict is inevitable. Conflict can occur for various reasons such as pricing, poor communication, or even deals poached by the direct sales team. To increase channel sales, it’s vital to keep your product top of mind with your partners.
Partners in Excellence
OCTOBER 14, 2015
They can’t afford to hire enough sales people to cover the markets, they don’t have enough deep expertise in certain markets, they need to collaborate with others to provide a complete solution to their customers. In the end, through this benign neglect, the channel never quite reaches it’s potential.
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