Many channel managers have to figure out the best method of generating sales through their channels. MDF (marketing funding for development) are often wasted on trade shows, events, and costly dinners. The most effective way to utilize MDF is to create real interactions among your sales staff and the sales team of your partner by collaborating during a sales meeting.
But strong channel partner relationships do not happen overnight.
The sales teams of retailers and manufacturers should be in sync with goals, targets resources, as well as values. Communication is key to eliminating doubts and exploring new possibilities.
The sales appointment as channel currency
The company we work for has been organizing sales meetings to Channel Sales Organizations in High-Tech since more than 15 years. When properly managed channels can directly expand the reach of markets, increase revenues, and boost the growth of businesses.
The majority of Channel Managers think they’d like to see a greater quality of service and engagement with their partners. In reality, only 20 percent of their relationships with partners contribute to 80% of the revenue channel generates. Channel managers often have to figure out the best method of establishing real interactions among their team’s selling team as well as their counterpart’s. The most effective way to create interaction is to join forces to make a sales appointment. Tradeshows are good however using the MDF dollars on an appointment that’s sure is much better than leads generated by a tradeshow that require a lot of follow-up, and has no guarantee.
Channel Managers working with our company are incredibly grateful for the sales meetings we make and utilize to use them for “channel currency” to maintain channel partners as well as develop new ones. We are aware of and cultivate the relationship between channel partners similar to how we consider our relationships with our clients. A majority of our indirect marketing campaigns run through the channel using MDF.
Cultivating long-term channel relationships
Each sales meeting is an unique opportunity. Before we distribute the new appointment we work with our clients to select the best channel partner for a new sales appointment that we schedule in order to get the best results.
When we solicit feedback from post-meetings from sales meetings for our clients we also incorporate the channels partner as a participant. It’s fascinating to see how the same event can be seen differently by different people. Understanding the importance and complexity of channel relationships and building long-term relationships that are productive, is a key element to our success and our client long-term success.
For more information about our services and products you can visit us at tradeshow lead qualification leads, lead nurturing leads, lead generation the management of funnels, demand generation, and sales pipeline.
