All Entries Tagged With: "Channel management"
Rolodexes Are Social Networking Roadkill
Bottom line: Imagine if all the sales teams in your company decided to make the most important relationships cataloged in their Rolodex come alive again. That infusion of intensity and customer focus can change a company – and no sales team ever accomplished that going card after card in a Rolodex dialing for dollars.
Selling Smarter in Your Dealer Channel
When other people are selling your products for you, how do you help them sell smarter? How do you help them prefer to sell your products over others?
Information Confusion: Selling with Dealers in Specialty Vehicle Industry
Selling to-order vehicles would be easier if the engineers who designed them also sold them. But that’s simply not scalable if you want to achieve any type of global selling and service success.
So you are tasked with this challenge as a Director or VP of Channel Sales, Marketing Operations or Channel Management: How to get [...]
A&D: Transforming Customer-Centered Change Into Profits
In 2008, Cincom undertook a study to measure the factors that A&D companies rely on to be competitive in their markets. The results show that A&D is in the middle of a major transition from being long dependent on manual processes to more automated approaches to integrating financial analysis into project management decisions.
Channel Management: A Lot Like Marriage?
Often created through years of effort, refined by a continual pursuit of looking for ways to make shared tasks, processes and systems more effective while dealing with occasional conflict, channel strategies have much in common with marriages.