by Nichole Gunn | Dec 16, 2021 | B2B Loyalty, Channel Incentives, Channel Sales
Are you one of the many unlucky manufacturers or suppliers whose customers are indifferent to you? Gallup estimates that 71% of B2B customers are indifferent or actively disengaged. How can you grab their attention in a meaningful, effective way, not a desperate,... 
by Nichole Gunn | Dec 7, 2021 | Channel Sales
Welcome to the third and last of my “three E’s of channel management” blog series! Previous pieces covered the first two e’s: experience and engagement. Now let’s talk about e number three: education. Even if your channel partner experience and engagement cylinders... 
by Nichole Gunn | Nov 30, 2021 | Channel Incentives, Channel Sales
Welcome to part two of my “three E’s of channel management” series! The series began with channel partner experience. Now I’ll focus on the second e: engagement. Channel partner engagement is a step beyond experience. Your channel partner may have a sufficient and... 
by Nichole Gunn | Nov 18, 2021 | Channel Incentives, Channel Sales, Distribution Channel
Today’s sales channel climates are defined by access to an excess of information, increasing numbers of decision-makers involved in B2B decisions, a plethora of channel technology—and don’t forget the highly competitive markets. All this complicates the channel... 
by Nichole Gunn | Nov 16, 2021 | Channel Incentives, Channel Sales
When preparing strategies to increase channel revenue, you have multiple options. You can make sales processes more efficient, promote product education, adjust pricing structures, run discount and sales promotions, or try new marketing tactics. But what about when... 
by Mark Herbert | Nov 11, 2021 | Channel Incentives, Channel Sales, Incentive Programs, Incentive Strategies
Business who sell their services or products through a sales channel often greatly benefit from having sales partners in diverse regions as their product representatives. But when you have third-party sellers, it can be difficult to keep everyone on the same page. You...
