What can you do to improve your approach to selling? How can you reach your targets and are they even reachable given your current sales process? Is there anything worse than losing an important sale? How about losing a sale to a key competitor? What about...
Sales Beacon devised a proprietary methodology to enable our clients to do the impossible: herd cats. We call our system Days of the Week (DOTW). Ever heard the expression “herding cats”? If you have then you know that it means trouble. “Herding cats” is a futile...
Are you a high-level B2B channel executive facing obstacles in reaching your goals? Look no further. We have listed some trends that will let you stay ahead of the curve with partner enablement in 2018. These address the challenges and the opportunities that you will encounter...
Celebrate your success with diversity certification and take your business to the next level by reaching new markets. You’re like many women business owners. You’re smart, driven and successful – and you’re probably raising a family at the same time you’re growing your business. You can...
There are several processes that make (or break) a business. Perhaps the most important of these is the process that goes into your marketing and sales pipeline. This is where your leads turn into customers, where your main revenue comes from. Your marketing and sales pipeline refers to the...
It’s a changing world and your partners need more than a contract and set of training certifications to be effective. They need an advocate who can champion their cause throughout your organization while helping to streamline policies and procedures to make their business more efficient. "I...
Many companies are challenged with how to turn partner white space into opportunity. To do this, you need to stretch sales into working with under-utilized partners that may not yield immediate gains, resulting in them not reaching quotas. So what is partner white space and...
Channel consultants give a clear roadmap for success by identifying important resources, managing aspects of projects and focusing partners. An effective Partner Enablement program keeps all partners focused and on task, while helping to drive projects forward. That’s the finding of clients who have worked with...
Enabling partners in your sales process can open the doors to a broader market and in turn lead to increased year-over-year growth. The secret to success is connecting with more of your partner network so you grow those sales incrementally. In other blogs on partner enablement,...
In Grow Revenues by Outsourcing Virtual Partner Account Managers, I explored the idea of how much value a Virtual Partner Account Manager (VPAM) can add to your business and drive the success of your channel strategy. Without doubt, maximizing and energizing your channel network can...