4 Channel Partner Behavioral Styles

Sales channels are mediums used by manufacturers for selling and distributing goods and services between the manufacturer and the end consumer. It can be described as any path you take to get your solution to the consumer. Today, there are four types of sales channels: A direct sales channel sells products and services through an in-house […]

Eleven Easy Steps to Success with a Sales Channel: Part 2

  In our last blog we presented the first five (5) steps to creating success with a channel partner. We advanced the notion that to receive a disproportionate “share of mind” with the channel requires a business strategy that leads to a differentiated relationship. A pillar of this strategy is “to help the channel grow […]

Eleven Easy Steps to Success with a Sales Channel: Part 1

Have you ever noticed that some “great companies” in the market with brand name products and services aren’t meeting the sales goals expected by management? Their products and services are consistent under-performers! Management often doesn’t understand the cause and begins one or more of the following aggressive campaigns to bolster sales revenue: Replaces sales leadership […]