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Archive for June 2014

The 10 Minute Business Case Selling Web Tool for Channel Sales

The 10 Minute Business Case Selling Web Tool for Channel Sales

Business case selling is the ability to demonstrate the revenue enhancement, cost reduction, efficiency improvement, and ROI that will be generated with the use of your product or service.   Selling these benefits in a general way is relatively easy and well understood by your target customer.   However, […]

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Web Tools to Gain a Bigger Commitment from Your Resellers

Web Tools to Gain a Bigger Commitment from Your Resellers

A channel chief’s dream is to have an entire network of resellers who are highly committed and proactive in selling and servicing your brand in their local market.  Just imagine what a larger focus from your resellers could mean to generating accelerated growth for your business.  The […]

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Business Case for Investing in Your Indirect Channel

Business Case for Investing in Your Indirect Channel

As channel executives, we all know in our head and hearts that virtually any investment in the channel will generate a very strong ROI for our businesses. But reluctant finance executives want more proof, a stronger plan, and evidence that an investment in the indirect channel will […]

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A New Channel Selling Model: Web-Enabled Selling Tools

A New Channel Selling Model:  Web-Enabled Selling Tools

The traditional indirect channel growth model starts with attracting the best resellers, training them on your products and programs, and incenting them sell your solution to their customers. Unfortunately, this approach has a fatal flaw. It requires your resellers to invest time, energy and effort in training […]

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