We hear it all the time. The sighs of exasperated channel account managers and channel marketing managers who toil away implementing and maintaining legacy PRM systems that are rarely, if ever, actually used by their partners’ sales reps. We understand. The channel can be a messy place with so many moving pieces, from marketing content to training materials, deal registration to campaign management. Suddenly the software you’ve built to solve your channel management problems is only causing you more headaches when sales reps can’t find the tools, training and resources they need to do what they have been hired to do — close business.
In this 30-minute webinar from Allbound, your partner sales acceleration specialists will share the impact thoughtful, relevant user interface (UI) and user experience (UX) can have on your indirect sales channel by boosting adoption, improving engagement and driving more sales for your company.
Enhance your audiences knowledge with this well researched complete deck. Showcase all the important features of the deck with perfect visuals. This deck comprises of total of sixty two slides with each slide explained in detail. Each template comprises of professional diagrams and layouts. Our professional PowerPoint experts have also included icons, graphs and charts for your convenience. All you have to do is DOWNLOAD the deck. Make changes as per the requirement. Yes, these PPT slides are completely customizable. Edit the colour, text and font size. Add or delete the content from the slide. And leave your audience awestruck with the professionally designed Sales Enablement Channel Management Powerpoint Presentation Slides complete deck. https://bit.ly/3wfuS3J
One thing everyone can agree on is that the “new buyer’s journey” is changing how customers buy everything from cars to firewalls. The traditional roles of sales and marketing are changing like never before. Add the complexity of selling through an indirect channel and things can start to feel pretty complicated. The good news is that there are practical approaches that help align channel marketing and sales to help smooth these seemingly troubled waters.
With cloud, the economics change, the culture changes, the people, skills, compensation for the sales people changes. What vendors are going to help their partners make the transition to the cloud?
Through The TPM OCS Channel Development Model, we can help you with all phases on your Channel Strategy.
Partner relationships are the bedrock of a successful channel sales model. However, sometimes partner relationship management can seem like an icy road where you skid at every step. Watch this presentation to discover ways to boost partner engagement.
Presenting this set of slides with name - Sales Management Problems Powerpoint Presentation Slides. Our professionally designed PowerPoint presentation is sure to impress executives, inspire team members and other audience. With a complete set of thirty nine slides, this PPT is the most comprehensive summary of Sales Management Problems Powerpoint Presentation Slides you could have asked for. The content is extensively researched and designs are professional. Our PPT designers have worked tirelessly to craft this deck using beautiful PowerPoint templates, graphics, diagrams and icons. On top of that, the deck is 100 percent editable in PowerPoint so that you can enter your text in the placeholders, change colors if you wish to, and present in the shortest time possible.
Enhance your audiences knowledge with this well researched complete deck. Showcase all the important features of the deck with perfect visuals. This deck comprises of total of sixty two slides with each slide explained in detail. Each template comprises of professional diagrams and layouts. Our professional PowerPoint experts have also included icons, graphs and charts for your convenience. All you have to do is DOWNLOAD the deck. Make changes as per the requirement. Yes, these PPT slides are completely customizable. Edit the colour, text and font size. Add or delete the content from the slide. And leave your audience awestruck with the professionally designed Sales Enablement Channel Management Powerpoint Presentation Slides complete deck. https://bit.ly/3wfuS3J
One thing everyone can agree on is that the “new buyer’s journey” is changing how customers buy everything from cars to firewalls. The traditional roles of sales and marketing are changing like never before. Add the complexity of selling through an indirect channel and things can start to feel pretty complicated. The good news is that there are practical approaches that help align channel marketing and sales to help smooth these seemingly troubled waters.
With cloud, the economics change, the culture changes, the people, skills, compensation for the sales people changes. What vendors are going to help their partners make the transition to the cloud?
Through The TPM OCS Channel Development Model, we can help you with all phases on your Channel Strategy.
Partner relationships are the bedrock of a successful channel sales model. However, sometimes partner relationship management can seem like an icy road where you skid at every step. Watch this presentation to discover ways to boost partner engagement.
Presenting this set of slides with name - Sales Management Problems Powerpoint Presentation Slides. Our professionally designed PowerPoint presentation is sure to impress executives, inspire team members and other audience. With a complete set of thirty nine slides, this PPT is the most comprehensive summary of Sales Management Problems Powerpoint Presentation Slides you could have asked for. The content is extensively researched and designs are professional. Our PPT designers have worked tirelessly to craft this deck using beautiful PowerPoint templates, graphics, diagrams and icons. On top of that, the deck is 100 percent editable in PowerPoint so that you can enter your text in the placeholders, change colors if you wish to, and present in the shortest time possible.
This award willing article was published twice intenationally. The article presents important considerations (with examples) that are needed to create and optimize channel sales of services .
Zyme Solutions has grown to become the market leader in the category of Channel Data Management that helps them optimize your businesses with excellent channel visibility resulting in increase payouts, revenue recognition, sales forecasting, marketing programs, etc.
For more information, please visit - http://www.zyme.com/channel-data-management
CCI conducted a study in Q4 of 2012 to assess the utilization of various incentive program types and their relative importance and/or effectiveness as perceived by both the vendor community and its channel partners. The incentive program types spanned a broad range to include: Co-op/MDF, sales performance rebates, SPIFs, opportunity management, purchase incentives, and more. Separate surveys were tailored for vendor and partner audiences with the goal of identifying similarities, as well as differences, between the two (manufacturers/vendors and their channel partners). This presentation also addresses how the perception of incentive programs has evolved since CCI's 2010 survey. The results will surprise you!
Improve your revenue by engaging in true Sales Enablement. Sales Enablement can help you generate and close more leads, faster. Look for a Sales Enablement tool that provides you a 360 degree view of prospects and covers every aspect of sales and marketing including lead generation, demand generation, drip campaign, blogging and social media posting.
This presentation explains how investing in an integrated Marketing Automation and Sales Enablement solution can bring you more leads and close more sales.
The Customer Success Maturity Model | ClientSuccessClientSuccess
Join customer success leader, Dave Blake, CEO/Founder of ClientSuccess as he discusses a customer success maturity model that will help you build, scale, and optimize a high-impact team and culture of customer success. The webinar will help you determine your current customer success maturity and guide you through the next steps and best practices to strengthen your approach to customer success.
We held this webinar on Thursday, June 22, 2017 at 11:00 a.m. MST. The webinar is called “The Customer Success Maturity Model”. You can request the recorded version by entering the following link into your browser:
https://www.clientsuccess.com/recorded-customer-success-maturity-model/?utm_medium=Organic&utm_source=Slideshare&utm_campaign=Slideshare&utm_content=Customer-Success-Maturity-Model-Webinar-Slideshare
B2B marketers are operating in a more complex environment than ever before. What with multiple parties involved in the purchase decision, longer and longer sales cycles, and a seemingly infinite number of media channels to choose from, marketers must make daily decisions on how to best move their prospects along the path toward becoming customers. This presentation focuses on the thorniest problems facing multi-channel B2B marketers today, and offers a variety of best practices and helpful solutions to consider drive success.
You will learn:
• How your customer’s buying process provides a roadmap for your marketing strategy.
• The best prospecting media for inquiry generation, and the media to avoid.
• B2B buying roles, and how they impact your communications.
• How to manage the complexity of multi-touch, multi-channel communications without tearing your hair out.
• 3 ways to measure multi-touch campaigns that really work.
Justifying the Investment for Customer Success TechnologyTotango
Traditionally, CRM systems were designed around sales and service. In the new realities of recurring revenue business models, in which customer value spans beyond a one-time sale, enterprises are now faced with challenges of retention, upsell and optimizing the entire revenue cycle.
In this webinar, Guest Speaker Kate Leggett, VP, Principal Analyst from Forrester Research and Guy Nirpaz, Totango Co-Founder & CEO and the author of “Farm Don’t Hunt - The Definitive Guide to Customer Success” discuss:
- A reality in which CRM systems need to span beyond sales and service in the subscription economy
- The emergence of Customer Success Technology that allows companies to focus on customers
- Ways to optimize the entire revenue cycle Customer Success, as a model and methodology, represents an opportunity for enterprises to break down the silos of customer data and business processes.
Learn how this will lead to operational improvements around customer centricity and growing recurring revenue.
Proposal For Measuring Business Performance PowerPoint Presentation SlidesSlideTeam
If your company needs to submit a Proposal For Measuring Business Performance Powerpoint Presentation Slides look no further. Our researchers have analyzed thousands of proposals on this topic for effectiveness and conversion. Just download our template, add your company data and submit to your client for a positive response. https://bit.ly/38ND4PM
This award willing article was published twice intenationally. The article presents important considerations (with examples) that are needed to create and optimize channel sales of services .
Zyme Solutions has grown to become the market leader in the category of Channel Data Management that helps them optimize your businesses with excellent channel visibility resulting in increase payouts, revenue recognition, sales forecasting, marketing programs, etc.
For more information, please visit - http://www.zyme.com/channel-data-management
CCI conducted a study in Q4 of 2012 to assess the utilization of various incentive program types and their relative importance and/or effectiveness as perceived by both the vendor community and its channel partners. The incentive program types spanned a broad range to include: Co-op/MDF, sales performance rebates, SPIFs, opportunity management, purchase incentives, and more. Separate surveys were tailored for vendor and partner audiences with the goal of identifying similarities, as well as differences, between the two (manufacturers/vendors and their channel partners). This presentation also addresses how the perception of incentive programs has evolved since CCI's 2010 survey. The results will surprise you!
Improve your revenue by engaging in true Sales Enablement. Sales Enablement can help you generate and close more leads, faster. Look for a Sales Enablement tool that provides you a 360 degree view of prospects and covers every aspect of sales and marketing including lead generation, demand generation, drip campaign, blogging and social media posting.
This presentation explains how investing in an integrated Marketing Automation and Sales Enablement solution can bring you more leads and close more sales.
The Customer Success Maturity Model | ClientSuccessClientSuccess
Join customer success leader, Dave Blake, CEO/Founder of ClientSuccess as he discusses a customer success maturity model that will help you build, scale, and optimize a high-impact team and culture of customer success. The webinar will help you determine your current customer success maturity and guide you through the next steps and best practices to strengthen your approach to customer success.
We held this webinar on Thursday, June 22, 2017 at 11:00 a.m. MST. The webinar is called “The Customer Success Maturity Model”. You can request the recorded version by entering the following link into your browser:
https://www.clientsuccess.com/recorded-customer-success-maturity-model/?utm_medium=Organic&utm_source=Slideshare&utm_campaign=Slideshare&utm_content=Customer-Success-Maturity-Model-Webinar-Slideshare
B2B marketers are operating in a more complex environment than ever before. What with multiple parties involved in the purchase decision, longer and longer sales cycles, and a seemingly infinite number of media channels to choose from, marketers must make daily decisions on how to best move their prospects along the path toward becoming customers. This presentation focuses on the thorniest problems facing multi-channel B2B marketers today, and offers a variety of best practices and helpful solutions to consider drive success.
You will learn:
• How your customer’s buying process provides a roadmap for your marketing strategy.
• The best prospecting media for inquiry generation, and the media to avoid.
• B2B buying roles, and how they impact your communications.
• How to manage the complexity of multi-touch, multi-channel communications without tearing your hair out.
• 3 ways to measure multi-touch campaigns that really work.
Justifying the Investment for Customer Success TechnologyTotango
Traditionally, CRM systems were designed around sales and service. In the new realities of recurring revenue business models, in which customer value spans beyond a one-time sale, enterprises are now faced with challenges of retention, upsell and optimizing the entire revenue cycle.
In this webinar, Guest Speaker Kate Leggett, VP, Principal Analyst from Forrester Research and Guy Nirpaz, Totango Co-Founder & CEO and the author of “Farm Don’t Hunt - The Definitive Guide to Customer Success” discuss:
- A reality in which CRM systems need to span beyond sales and service in the subscription economy
- The emergence of Customer Success Technology that allows companies to focus on customers
- Ways to optimize the entire revenue cycle Customer Success, as a model and methodology, represents an opportunity for enterprises to break down the silos of customer data and business processes.
Learn how this will lead to operational improvements around customer centricity and growing recurring revenue.
Proposal For Measuring Business Performance PowerPoint Presentation SlidesSlideTeam
If your company needs to submit a Proposal For Measuring Business Performance Powerpoint Presentation Slides look no further. Our researchers have analyzed thousands of proposals on this topic for effectiveness and conversion. Just download our template, add your company data and submit to your client for a positive response. https://bit.ly/38ND4PM
The effects on insurance coverage for people living with HIV/AIDS in the Philadelphia EMA (including Philadelphia, Montgomery, Delaware, Chester, and Bucks Counties in PA and Salem, Gloucester, Camden, and Burlington Counties in NJ)
'Used to' and 'be used to' - talking about habits in English- Freelance
This is a grammar presentation for Intermediate learners of English. I cover describing the habits which we had in the past, how to say about a new habit we are forming, and the things we do on a regular basis. I give plenty of examples and there is a chance to check yourself with a short exercise.
A profile of Think Digital Services including Social media, marketing, social media management and as well as SEO and other optimization that we offer.
OUR
SERVICES
SEARCH
ENGINE
MARKETING
Our Search Engine Marketing (SEM) practice is focused on ensuring that the clicks you pay for translate to customer actions that you actually care about.
SHOPPING &
DYNAMIC PRODUCT AD
CAMPAIGNS
Whether you want to sell on Amazon, Google Shopping or implement Dynamic Product Ad remarketing campaigns, we have experience across platforms and industries.
Whether it's providing real insight into digital campaign performance or helping you navigate the complexities of a cross-channel, segmented customer acquisition effort, we can help.
From newsfeed to video to programmatic display, our team has deep experience buying, tracking and optimizing paid media for some of the largest brands in the nation.
Performance-focused SEO is about making sure your site ranks on the terms that drive business value through smart content and disciplined technical execution.
15 Proven Methods to Increase Your Site ConversionsWP Engine
Tried-and-true techniques that you can implement immediately to help you maximize conversions on your site in the following areas: behavioral analysis, design, messaging, and neuroscientific principles.
Register to watch on-demand webinar here: https://hs.wpengine.com/webinar-proven-methods-increase-site-conversions
Robert Rand – Vice President of Operations & Chief E-commerce Strategist
With over 8 years of Agency level experience, Robert has helped over 100 E-commerce businesses, managed partnerships with many technology vendors and solutions specialists, and acted as the chief technology strategist for Rand’s E-commerce staff and clients.
Robert has strong ties to the local community in South Florida. He is currently a board member, and the upcoming board president at Abi’s Place, a local school for children with autism, cerebral palsy, and other complex disabilities. He is also active in other volunteer and teaching roles with other local South Florida organizations.
Product Managers come from a variety of backgrounds, bringing with them different skills, and unique thoughts about how to take ownership and manage a product. During this meetup, Kristen Waeber, Head of Design Innovation at Zoona, will talk about the different skills of product management that are key during different times in a product lifecycle and how a better self-understanding of what you love doing can make you even more valuable to your team and to the business.
Digital marketing, also called online marketing, is the promotion of brands to connect with potential customers using the internet and other forms of digital communication .
The Five Marketers Your eCommerce Business NeedsnChannel, Inc.
Presented at the South Florida eCommerce Expo, this presentation dives into the marketing skill sets that are required to be successful in today's eCommerce industry.
Ryan Lunka of n channel offered a comprehensive and insightful look at common problems and challenges faced by marketers and brand managers in an increasingly busy and competitive landscape.
Engaging topics included The Five Marketers Your eCommerce Needs, Struggling with eCommerce, why there is an 80% failure rate for new websites, and launching a content strategy.
Web design encircles different techniques and skills in the preparation and maintenance of a website for a business. Designing of web pages includes different activities such as interface designing, search engine optimization, graphics and text.
Some of Jasmine Sandler client case studies on SEO & Digital Marketing services work as a lead Digital strategist since 2006. More testimonials, case studies and results can be found on www.jasminesandler.com
Driving Online Sales - Craig Sullivan, The future of the online marketplace 2...Invest Northern Ireland
Craig Sullivan,Group Customer Experience Manager, Belron
Craig is Group Customer Experience Manager at Belron (Autoglass) looking after 35 international websites using optimisation, web analytics and customer insight techniques to drive engagement and conversion. Craig has over 14 years of experience in the Industry and in the past has worked on projects for high street names such as LOVEFiLM,International, John Lewis Partnership and Waitrose.
Wellborn Cabinet Bootcamp - How to Shoot Professional Videos with your Smartp...Surefire Local
Smartphones now are very powerful with excellent cameras. While nothing beats a professional video shoot, there are times where an opportunity presents itself to a business to create excellent visual content using a smartphone.
Review an interactive discussion with Surefire’s Content & Media Producer, Michelle Lettmann, on how to shoot professional video with your smartphone.
Similar to Why Sales Reps Aren’t Using Your Channel Management Software (20)
Sure, you have a partner portal. Your channel partners have an online resource they can visit 24/7 to consume content. Partner portal — check! Not so fast. Simply maintaining an online portal for partners isn't enough. Much like the way healthy food is needed to fuel an active body, the content you serve your partners must be hearty, relevant, and timely so it will help you and your partners achieve your goals.
In this 30-minute webinar co-presented with MarketBridge, you'll learn how to use data to fuel your partner portal with the perfect blend of awareness, consideration, and decision-stage content that will both satisfy your partners and keep them coming back for more.
Bringing Collaboration Back Into Your Channel Sales EcosystemAllbound, Inc.
There is one word in the English language that so simply, elegantly and accurately describes the essence of indirect (or partner, or channel) sales alliances, and that’s collaboration. Collaboration is a process that involves multiple people or organizations working together to realize a shared goal. Collaboration is the cornerstone of any successful partnership, and yet in modern sales ecosystems, it often falls to the wayside, despite our best intentions.
Join Allbound's Jen Spencer and Lucas Gerler for this 30-minute, fast-paced, highly tactical webinar to learn how to bring collaboration back into your channel sales ecosystem and start better engaging with and empowering your channel partners.
2016’s Hottest Sales & Marketing Predictions for the Channel Allbound, Inc.
Every year, the brightest minds in sales and marketing predict the trends that will flourish over the course of the next 12-18 months.
2013 was the year of “real-time” marketing and the fading out of “campaigns."
In 2014, sales leaders predicted that the tide would change from “always be selling” to “always be coaching … delighting … transparent … helping.”
And 2015 was all about mobile — mobile search, mobile optimization, mobile conversions, and mobile ubiquity.
While these sales and marketing insights are extremely valuable, as channel sales and marketing leaders you know that the business operations of supporting, growing and championing a channel can add another layer of complexity to the sales and marketing initiatives that exist within your organization.
In this 30-minute webinar, the Allbound team explores some of 2016’s hottest sales and marketing predictions and translate what these predictions mean to your channel ecosystem.
The Loyalty Effect states that “Making loyalists out of 5% of customers would lead, on average, to an increased profit per customer of between 25% and 100%.
If such a small improvement in customer evangelism can so greatly impact your business, imagine how valuable the loyalty of your partners — your resellers, distributors and agents — could be.
Being that most channel partners are supplier-agnostic, you, the supplier, must strive to foster partner loyalty to nurture and grow both your partners and your common customer base.
In this 30-minute webinar, you’ll learn how to build brand loyalty with your partners through transparency, trust, and true collaboration.
Cut CAC, Raise Retention, and Supercharge Sales with Channel PartnersAllbound, Inc.
With more than 70% of all products worldwide sold through indirect sales channels, it's only a matter of time before most businesses turn to partners & resellers to help them grow faster.
Today, some of the world's fastest-growing SaaS companies have achieved success by focusing on a partner strategy early.
In this webinar, you'll learn how companies of all shapes and sizes can build cost-effective, content-driven channel programs to turbocharge their growth.
Rallying Your Sales Channel Around Today’s CustomerAllbound, Inc.
Research firm Gartner predicts that by 2020, customers will manage 85% of their interaction with the enterprise without interacting with a human.
Now, if you’ve built your business by hiring as many sales people to make as many cold calls as possible, this is a very scary statistic. Moreover, if like most enterprises you’ve grown your business by onboarding a large team of value added resellers, distributors, brokers or agents who are also relying on the old-school “tried and true” approach of throwing as many bodies as possible into a sales territory, then you must be downright frightened.
Today’s B2B customer expects more.
She’s done her research. She’s identified her problem, considered some options for a solution, and is now shopping for her preferred vendor (that’s you). And, when she chooses to interact with your company, over half the time she’s unfulfilled.
Why? Because according to IDC, nearly 57% of B2B prospects feel that their sales teams are not prepared for their very first meeting.
In this 30-minute webinar, Allbound will take you along the new customer journey (which, does not end at point of purchase), and share how to empower your channel teams with the knowledge they need to best meet the needs of today’s customers.
30-Minute Webinar Aligning Your Company Around a Culture of Channel Partner ...Allbound, Inc.
Channels by nature are geographically dispersed, and are therefore inherently virtual, meaning technology is mission critical to driving performance. Yet for far too long, channel technology such as legacy “PRM” systems and stitched together portals have focused almost solely on the management and control of partners – a method that, in today’s realtime, knowledge driven economy puts everyone, including your customers, at risk.
In this 30 -minute webinar with Allbound CEO Scott Salkin, you’ll learn how businesses are using technology and the cloud to transform their channel ecosystems into a model of collaboration and empowerment, injecting purpose and engagement into partner relationships, and building a channelwide culture of customer success for both manufacturers and their resellers.
Applying Content Marketing Strategies to Indirect Sales EnvironmentsAllbound, Inc.
According to the 2015 B2B Content Marketing Report, 9 out of 10 marketers have a content marketing strategy. And with content-driven tactics saving an average of 13% in overall cost-per-lead, it’s no surprise that in 2015, 70% of marketing teams are producing and spending more on content than ever...
Meanwhile, direct sales teams have bought in, closing more and more business with these content-generated (and qualified) leads. But can content marketing work in an indirect sales environment?
It sure can.
Join us on Wednesday, September 23, 2015 at 10 am Pacific for a 30-minute webinar where you’ll learn how to apply your content marketing strategies to your indirect sales channels.
We've become obsessed with customer success in business today. We aim to delight customers with support and service - at great effort and cost. But does any of it really work? Let's unpack the myths and truths of Customer Loyalty and talk about the realities in your channel sales organization.
Fifteen-Must Know B2B Sales and Marketing Tools for 2015Allbound, Inc.
About the list…
It drives me crazy to hear so called “gurus” complain of business-to-business (b2b) sales and marketing being too vanilla or conformist. It simply isn’t true.
In fact, it’s the on-the-fly strategy and flurry of tactics that drive so many of us towards b2b…and keep us here.
But what I truly love most about b2b sales and marketing is the ongoing innovation and problem solving in places like San Francisco and Silicon Valley, Phoenix, Salt Lake City, Boulder and Portland.
Walk into a coffee shop in any of these cities, and you’ll surely find a determined team of entrepreneurs “growth hacking” a new tool or platform to help make us more efficient and effective at our jobs.
Splitting my time between San Francisco and Phoenix, I get to learn about and demo quite a few of these products. And in the spirit of the new year, here are fifteen of my favorites that I encourage you to seriously consider adding to your arsenal in 2015.
And I’d love to hear your thoughts, so feel free to tweet me at @ScottSalkin or email ssalkin@allbound.com.
Scott Salkin
CEO & Founder
Allbound
@scottsalkin
Six Essentials for Innovating in Channel Sales & MarketingAllbound, Inc.
Analysts say 2015 is the year of sales automation and machine intelligence. But with innovation now commonplace, why has so little been applied to channel sales and marketing?
If you sell through channel partners and resellers and are frustrated by the same systemic issues day in and out, THERE IS HOPE.
Scott Salkin, Founder and CEO of Allbound, and Michelle Andreas, Director of Business Development & Marketing Solutions at Avnet Technology Solutions, highlight six advancements that can help open your channel and streamline effectiveness...upstream and down.
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
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1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
B2B payments are rapidly changing. Find out the 5 key questions you need to be asking yourself to be sure you are mastering B2B payments today. Learn more at www.BlueSnap.com.
Recruiting in the Digital Age: A Social Media MasterclassLuanWise
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Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
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Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
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Company Valuation webinar series - Tuesday, 4 June 2024FelixPerez547899
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Why Sales Reps Aren’t Using Your Channel Management Software
1. WEBINAR
Why Sales Reps Aren’t Using Your
Channel Management Software
@goallbound
#NeverSellAlone
WEBINAR
Why Sales Reps Aren’t Using Your
Channel Management Software
@goallbound
#NeverSellAlone
2. Jen Spencer
Director of Sales & Marketing | Allbound
jspencer@allbound.com
@jenspencer
Hello, I’m Jen.
I’m a revenue-driven inbound marketer who loves animals,
hates traffic, and is passionate about empowering
businesses to grow through their indirect sales channels.
3. Hello, I’m Ryan.
I love crafting user experiences and I love design of all
kinds. From interior design to digital design. I also love
French Bulldogs, outdoor activities like climbing, kayaking
and snowboarding and I have an unsettling penchant for
watches I can’t afford.
Ryan Sherman
Director of User Experience | Allbound
rsherman@allbound.com
@rshermanaz
4. Today’s Agenda
• Software for the Channel is Important
• Trademarks of Great Software
• Configuration vs. Customization
• Content Experience
• Q&A
36. Jen Spencer
Director of Sales & Marketing | Allbound
jspencer@allbound.com
@jenspencer
Ryan Sherman
Director of User Experience | Allbound
rsherman@allbound.com
@rshermanaz
For information about Allbound, visit
www.allbound.com or call us at 480.685.5474
Editor's Notes
JEN
Thanks for joining Allbound for our webinar, “Why Sales Reps Aren’t Using Your Channel Management Software.” We’re excited to share some great content with you over the next 30 minutes, but first let’s take care of some quick housekeeping. We are recording this webinar, so if you need to step away, or during the webinar you think of a friend or colleague who might also enjoy this content, you’ll have a recording delivered right to your inbox tomorrow.
Our marketing team will also be live tweeting throughout the webinar, so you can contribute to the conversation by following @goallbound on Twitter.
JEN
I’d be remiss to continue further without doing the polite thing and actually introducing myself! Hi, I’m Jen Spencer. I’m the director of sales and marketing here at Allbound. And, a little about me: I’m a revenue-driven inbound marketer who loves animals, I hate traffic, and I’m pretty passionate about empowering businesses to grow through their indirect sales channels.
And, I’m joined by one of my colleagues, Ryan Sherman.
RYAN
I love connecting with new people and talking user experience and design. I’m the director of UX for Allbound and also a front-end developer so I tackle pretty much everything as it relates to the product. Today I’m excited to talk to you about some of the many reasons your sales reps aren’t using your channel marketing software.
JEN
First on our agenda, I’ll talk about why software specifically for the channel is important
Next, Ryan will take us through the trademarks of great software
Then we’ll look at the difference between software configuration and customization – and how that difference can affect your user engagement
After that, we’ll talk about the core of any good sales & marketing software platform – great content, and the experience that comes along with bad, good or great content.
And, we’ll close with Q&A, so jot those questions down, or plug them right into the question portal of your control panel. As time allows, we’ll tackle as many as we can live during the session, and we’ll be sure to answer each and every question directly should we hit our 30 minute mark.
JEN
Why aren’t you using my content? – Insert cartoon of marketer banging his or her head against the wall. As a content marketing professional I am intimately aware of how much time, energy and money goes into producing quality content that actually yields sales results – whether that’s pre-sales content like training materials, top of the funnel content like infographics, or engaging mid to end of funnel content like customer success stories. It all requires a significant amount of work. Now take that into the channel. Here at Allbound we work with channel account managers and channel marketing managers every day who come to us struggling to see engagement within their channel partners. And this is a big deal – because over 80% of revenue actually comes from an indirect sales channel, so mediocre engagement is not acceptable in the channel.
JEN
And, here’s what we know. The channel is a mess. It just is. There are so many moving pieces, from marketing content to training materials, deal registration to campaign management. Suddenly the software you’ve built to solve your channel management problems is only causing you more headaches when sales reps can’t find the tools, training and resources (All of that amazing content you’ve been creating) that they need to do what they have been hired to do — which is close business.
Of course, we wouldn’t present this problem to you without identifying a solution, and when we see a problem, we think software.
RYAN
First, we have to breakdown the two main components of your software. The first and most obvious is the software platform itself. The second component is a piece that a lot of marketers take for granted. That is the content itself.
The key to success is to make sure that both of these components are working as hard as possible for you. We will start off by examining the software component first.
RYAN
When we talk about great software we talk often think about things like Facebook, Uber, OpenTable, Amazon and the like. The problem is that we don’t generally list our business applications in the mix. That’s because the general state of affairs with so much of our business software is that it’s ugly, complicated, not user-friendly and we consider it more of a chore. We have somehow lowered the bar and along with it our expectations.
To engage the user, business software needs to have the same things we look for in our personal software apps. They need to be beautiful, intuitive and easy to use. They need to delight and surprise us and make it a treat to use, not a chore.
RYAN
All of those items we just mentioned about the trademarks of great software really boil down to just one thing, USER EXPERIENCE or UX if you are hanging with the cool kids.
When we talk about UX we are really talking about a mix of several elements including human interaction, usability, design / aesthetics, utility, accessibility and performance. These elements are fairly simple to understand but what many people overlook is that UX starts BEFORE you even start using the software. Things like how easy it is to register for the software and get started using it can play a big role.
Our User Experience guidelines are as follows:
Clarity - How well is the information you are trying to communicate being delivered?
Flow – Is there a logical progression to follow?
Relevance - Is the content that’s being delivered relevant to the target audience?
Utility - Is the software easy to use and interact with?
If we take a look at the Wayback time machine we can see the progression on some popular SaaS products. Where they started and how they have progressed to where they are now. Let’s take a look.
JEN
So consider the software your indirect sales team — those hundreds or thousands of sales reps employed by your strategic partners and resellers — uses while they’re out there selling your product to your target audience. What software are you giving them to enable their success? Is it the kind of software that provides them easy access to the tools and resources they need to be successful? Is it the kind of software that anticipates their needs and enables them to champion your value proposition? Is it the kind of software they want to work in, or is it a legacy system that technically gets the job done, but is one that no one really wants to spend much time in?
JEN
Part of what we’re doing here at Allbound is trying to break some of the oldest habits in the channel. Channel management software doesn’t have to be transactional, and it doesn’t have to be nearly as complicated as we — yes we — business professionals in sales, marketing and business development keep making it.
At the end of the day, you want to grow revenue in your channel. Your channel partners’ sales reps want to blow their quota out of the water. You have this in common, so what kind of software are you using to support this desire to simply sell more? Make sure it’s the kind of software those reps will actually want to use.
RYAN
We will start off by examining a few past and present examples of software that has come a long way. It’s a great way to explore poor examples of UX vs the good to get a sense of what works and why.
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Sometimes examples of poor UX aren’t immediately obvious. In the case of the image here there is obviously a more appropriate way to layout the keys. At least you can argue that the keys are clearly labeled but of course their placement bucks current convention for no apparent reason and make it less obvious to users which key does what.
RYAN
Of course sometimes it’s blatantly obvious when something just doesn’t work. As you can see user experience is just about software. It transcends into anything we interact with as humans. There are SO many reasons why this situation would prove for a very poor user experience. This setup must break at least a half dozen man codes here. While I will say they DO manage to squeeze a lot into a small space, this is a perfect example of how sometimes less is more.
RYAN
Alright, in all seriousness, if your channel management software looks anything like this screen then it’s probably time for an intervention. If your channel stack is this bad then I promise you, lurking somewhere in the dark corner of a desk drawer secretly hidden away in a sales rep’s cubicle is a voodoo doll made up in your likeness with a dozen needles stuck in the torso and missing a few limbs.
RYAN
The complaint we hear most often from sales reps we talk to is that the systems suppliers force them to use to get the resources they need is too complicated. We all know the channel can be a complicated place. Often times we have a full stack of software that the sales rep is expected to interact with. There are often systems including LMS, deal registration, lead distribution, content repositories and the list keeps going. Now multiply each of those systems by multiple suppliers that sales rep might be responsible for selling and it quickly get’s out of hand.
At Allbound our primary objective is to simplify the channel. One of the ways we do that is by combining a lot these separate systems into a single platform. But even if your current channel software stack requires the use of multiple systems, try to make each of those systems as simple as possible. That means removing or at least simplifying processes that unnecessarily complicate things. Simplifying those systems and ideally consolidating them to a single system can dramatically simplify things for the sales rep, ultimately increasing their engagement with your products over your competition.
RYAN
Focus on configuration over customization. All channel management software is designed with a certain use case in mind. They are designed to be configured in a certain manner to function in a pre-determined fashion based on research and hands on experience. The more customers try to customize rather than configure, the more they veer from the pre-determined path the application was developed for which can lead to unforeseen complications.
Often times we’ll find customers getting wrapped up in their own business processes. You need to stop and ask yourself who that process is benefitting. If the answer isn’t the user, then you need to stop and rethink. The key is USER experience.
JEN
What’s been interesting for me as a marketer as we’ve been exploring this topic over the last few weeks is that I’ve personally seen how the desire for brand experience can sometimes overtake user experience. Our Director of Customer Success, Matt Hensler, wrote a blog on this very issue earlier this month, and in his post he pointed out that a surprising number of companies still wrongly believe that creating continuity around brand experience means that every in-person or online touch point looks and feels the same.
What we’ve discovered is that overemphasizing your company’s preference for color and typeface can actually detract from your users ability to be successful using this very revenue-focused software.
And, I’m not knocking brand alignment – it’s important. But if you are prioritizing getting all of your technology systems to look, feel and function exactly the same way, how is this helping you achieve your goals?
Instead, we encourage you to trust and listen to the architects and implementation specialists of the system you bought. Every platform is built from customer use cases, research and hands-on user experience.
As my colleague Matt said in his post, “After all, SaaS companies like Allbound only exist because people find the application useful.”
RYAN
Let’s talk about the elephant in the room for a minute. No matter how great your channel management software is you can’t engage your users if your content isn’t engaging. Period. Your content is JUST as important as the software that serves it up.
The content is really the second component of any channel management software and unfortunately it’s often an after thought. One of the main reasons sales rep engage with your software is to find the right content at the right time. The software itself is just the platform to deliver your content.
RYAN
Make sure the message your are delivering in your content is clear, concise and consistent. This is where user feedback becomes extremely important. You may think your content is perfectly clear and makes sense, but sometimes you can unintentionally be giving conflicting messaging that leaves users confused.
Only include relevant content that delivers a clear and concise message. Poor content can do more harm than limited content. If your users aren’t confident that every piece of content they digest is going to be of quality then they won’t waste the time to keep looking.
RYAN
You don’t need to be a good designer to initiate good UX, you just have to listen. But before you can listen you have to first ask the questions. We have a test group of users who we frequently go to for a reality check to see if our content or designs are resonating and if people are taking away our intended message.
Find a small group of users from different backgrounds and with different view points. And then start asking them questions. Do they understand the message you are trying to convey? Do they find the content useful? Does the design and layout make it content that they want to consume and potentially share? With deadlines looming it may seem daunting at times to get some user feedback on each piece of content you create but the more frequently you go through this process the more you will find the patterns in what your users are looing for making it easier to predict what they looking for.
RYAN
Take the time to think about the filters that will be applied to your content. This makes it easy for your users to find the right content at the right time. Be consistent. Don’t use the term “Battlecards” in one section and then refer to them as “Sales Cards” in another. Make sure that you have an action plan on how to organize and categorize your content.
Document the architecture to your team and make sure they follow it. At Allbound we have a dedicated Customer Success team to walk you through the process of aligning your search filters with your content marketing strategy. If you don’t have a customer success team available to you then be sure to put some extra thought into this part of the process. Just like your content messaging, you want to make sure that your filters are clear, concise and most importantly consistent.
Also be sure to audit your content on a scheduled basis to make sure that all of the content you are making available is updated. Nothing is more annoying for a sales rep than sharing outdated or simply incorrect information with their clients.
JEN
OK, so I could jump in here and talk for a whole separate 30 minutes on content alone – why it’s beneficial, how to use it with both your direct AND indirect sales teams, and how to justify it’s ROI, but you’re in a User Experience webinar, so instead when you receive the recording of this webinar in your inbox tomorrow, I’ll go ahead and also include a copy of our ebook which covers how you can be leveraging modern content marketing strategies in your indirect sales environments.
RYAN
The bottom line, “good enough” shouldn’t be good enough. If you want great results from your sales reps you need to give them great resources.
RYAN
The old saying that “nothing is more expensive than a missed opportunity” holds especially true in the channel. So if you think your current channel management software is missing the mark somehow then don’t wait to do something about it. Every day that goes by is another missed opportunity. Users will engage with software that ultimately helps them accelerate their sales and when they win, YOU win.
Take a hard look at your software platform as well as your content to determine where you can make impactful changes. Thank you all and thank you Jen for letting me get on my soap box! I always appreciate the opportunity.
Now we’d like to open the webinar up to questions from our attendees. If you have a question, please go ahead and enter it in the question field of the webinar control panel.
Some software has both a desktop version and an app, but other software takes the desktop version and amends it to work on a mobile device. What is your philosophy?
Do you think color impacts user experience, and if so, how much?