Some sales people really work hard to earn our hatred and loathing don’t they? In our experience, top of this list is the timeshare sales person. Have you experienced this type? I’m not talking about the pleasant, calm and informative sales person who appears genuinely interested in helping people to find their dream vacation solution. [...]
Integrity and trust are fundamental to effective leadership. A great leader is trusted and admired, a role model whom others wish to follow and emulate, a person of integrity. Would you follow someone you neither trusted or respected? To trust you people need to believe that you are sincere and honest, that you have their best interests [...]
Stop selling, help your customer to buy! Why do car sales people get such a bad wrap? The car sales person is one of those types of people that we all love to hate. Why is that? When we want to buy a car, we want someone to help us, someone to listen and understand [...]
In today’s demanding market place the willingness to change direction and be innovative is critical to business success. Change and innovation provide competitive advantage and new pathways for growth especially during rapidly changing circumstances, which many businesses are constantly confronting. Although people are often prepared to embrace new ideas change is often resisted. The challenge [...]
Using initiative gets sales results “I would like to be spoon-fed please!” Sales training, any training, will only get sales results if individuals take selling initiative, think for themselves and apply the sales skills and sales process taught. You can be given instruction to drive a car but once you are alone behind the wheel you [...]
At some point we all have to engage with partners both internally and externally who are challenging to work with. This is often a difficult situation requiring determination and diplomacy. You need to be clear in your own mind why the relationship is important, what the “win win” is. In the case of a channel [...]
Your channel partner is probably working with many vendors, so how can you keep your channel partner focused on working with you and selling your products? Here are my 7 tips to help you build a successful channel partnership. 1. Keep your channel partner’s mind share Keep your company, your products at the front of your channel [...]
You’ve selected what you believe to be the right channel partner, what do you do now to ensure that that channel partner views you as the preferred supplier? How do you build a long term, stable, partnership with the channel based on trust and mutual business benefit? As a business partner, the channel manager, should [...]
How do you know that you are working with the right channel partner? Recent research shows that at least one third of channel partners are unproductive and damaging to both parties. The cause could be the vendor’s failure to properly support and motivate their channel partners. However it might be that they simply choose the [...]
This is the first in my series of blogs about channels. We will be discussing how to implement good channel strategy. How to identify, select and recruit the right partners, how to make the partnership successful for both the vendor and the channel and the best ways to support channels. Developing a partnership with your [...]
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