Host, Robert Pease welcomed Justin Johnson, CEO LeadMethod. This is about the challenges and opportunities of a scaled distribution model - through partners, resellers, distributors, outside reps.
Some of what LeadMethod tackles is the fundamental challenge unique to channel partners distribution vs. opt in, direct method. To get the critical feedback to better understand who is where in your pipeline. This is a challenge they tackle to add to your efficiency.
There are so many different elements that companies are creating in order to come together to collaborate and communicate that sometimes it falls apart.
How do you get enough data to draw conclusions on what is actually working with partner networks? It becomes a black hole of information.
Engaging the distribution group and collecting the critical feedback --THIS is key.
You have to look at why CRMs were built. Understanding what the the customer bought, who they bought it from; and then it morphed into a lead management system. But they take a lot of training.
Listen to more of the clarification and reasoning behind channel sales enablement in this episode.
The Buyer's Journey is a Lie
How Mindset, Skillset and Human Connections Combine To Unlock Sales Performance
Beyond Hard Work to Meaningful Impact
How Change Management Unlocks Marketing Transformation
How to Maximize Meetings for Maximum Sales and Marketing Impact
Selling at a High Level in a Down Market
Lessons from the SaaS Sales Trenches
Hiring a Sales Team In Today’s Market
Customer-Led Growth Best Practices
Not enough Leads? Try CA2 - Change Your Arguments/Change Your Audience
Why AI Will Redefine the Workplace, for the Better
Using Intent Signals to Optimize Content & Sales Outreach
Motivation + Development = Sales Manager Success
How AI Will Improve Your Sales Prospecting
Modern B2B Pricing Best Practices
Tiffani Bova Will Change The Way You Think About Growth
The Convergence of Traditional Demand Gen and ABM
The Widening Buyer/Seller Gap & How to Fix it
How vs Who: Why Relationships Still Matter in the Age of AI
How to Build & Scale the Human Side of Marketing
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