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.
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Best Practices for Managing the B2B Prospect Exeperience
Successful Event Pivots: Best Practices and Lessons from Will Curran
What Cognitive Behavioral Therapy Has to do with Sales, Rollow-Up and Emotional Connections
How to Personalize ABM: A Blueprint for Sales Executives
Your most important sales meetings just went virtual. How do you differentiate and still win?
What’s Old is New (Again): Timeless (and Pandemic-Proof) Sales Advice from Joanne Black
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Brand Management in Uncertain Times
Reinventing Events and Social Hackathons: Innovative Ideas with Corey McCarthy
What’s your Noble Sales Purpose? Best Practices from Lisa McLeod
Selling with Empathy and Integrity (Right Now and Always)
More Sleep, More Sales: The Direct, Science-based Connection Between Sleep and Revenue
Sales Managers Are Who They Hire
Marketing’s Leadership Moment: Pivots and More with Kevin Marasco
How to Strategically Align Sales and Marketing in B2B
How to Accelerate Growth Through Customer Intimacy
You’re Killing Sales Deals Without Knowing It: George Will Help You Fix It
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