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Home » Archives for Michelle Henson

Michelle Henson

How to Create an Effective and Resilient Supply Chain

02/24/2021 by Michelle Henson

resilient supply chain

A supply chain is just like any other chain. Kinks can screw it up for everybody, so you want your supply chain to be as resilient as possible. A global pandemic, inclement weather, you name it – just about anything can disrupt your chain and throw your whole system into disarray. And a system in

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Filed Under: Channel Management Tagged With: Managing the Channel

5 Tips to Boost Morale and Improve Channel Sales Performance

02/16/2021 by Michelle Henson

Improve channel sales performance

Low confidence can chip away at your channel partners' sales performance, and the result is one that will probably be a drain to your bottom line. As the late football great Vince Lombardi once said, “Confidence is contagious and so is lack of confidence, and a customer will recognize both.” So,

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Filed Under: Channel Sales Management Tagged With: Channel Sales Strategies

How to Shorten Your Channel Sales Cycle to Increase Revenue

02/08/2021 by Michelle Henson

Channel Sales Cycle

Every salesperson’s dream is to shorten the time between generating a lead and closing the sale. Trust me when I say it is easier said than done. But the quicker you get your customers through the sales funnel, the better for your business. A shorter channel sales cycle frees up time for your sales

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Tags: Channel Sales Strategies

Guidelines to Build or Reboot Your Reseller Partner Program

02/01/2021 by Michelle Henson

Reseller Partner Program

There are undeniable benefits to channel partnership. Brand recognition, more revenue, and increased ROI are just a few. Understand that building any channel partner program takes work. But you are in luck because we have outlined steps to help you along in creating your reseller partner

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Tags: Managing the Channel

B2B Value Proposition: The Importance and How to Create One

01/28/2021 by Michelle Henson

B2B Value Proposition

As a vendor, your brain is constantly computing ways for your business to stand apart from your competitors. Competition is stiff out there in the B2B world, and you must make your business – and yourself – desirable to any potential channel partners. You can start by creating a bomb.com value

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Tags: Managing the Channel

Channel Sales Performance Management Best Practices

01/20/2021 by Michelle Henson

Channel Sales Performance Management

Channel sales performance management is not for the faint of heart. There are many things to consider, including how you will manage each of your channel partners and their respective teams. Your sales channel partners are integral to your channel system. So it is in your best interest to set them

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Tags: Channel Sales Strategies

Best Methods for Achieving Accurate Channel Sales Forecasts

01/12/2021 by Michelle Henson

Sales Forcast

How wonderful would it be to predict the future with even the slightest chance of accuracy? Welcome to channel sales forecasting! Sales forecasting provides a Back to the Future foundation for leaders’ decision-making about business operations. It also directly impacts how leaders make informed

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Tags: Channel Sales Strategies

Important Components of a Channel Management System

01/04/2021 by Michelle Henson

Channel Management System

According to the World Trade Organization, a whopping 75% of global trade is conducted through indirect channels. So, if you’re conducting business through a channel system, you’ve already got a spot among the popular crowd. However, with the constant changes in the economy and in how businesses

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Tags: Managing the Channel

20 Questions to Help Understand Your Channel Relationships

12/21/2020 by Michelle Henson

Channel Partner Relationships

You’ve done your research and selected the right channel partners to build out your channel ecosystem. But how much do you really know about channel partner relationships? The fastest way to partner satisfaction is by building and maintaining your relationship with them. And satisfied channel

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Tags: Channel Partnership

SPIF Software – How to Get Better Data and Detailed Analytics

12/16/2020 by Michelle Henson

SPIF Software

Data doesn’t mean much without analytics, and the type of SPIF software you are using can make or break your channel sales incentive rewards programs. Without detailed analytics, how would you measure ROI to even know if your SPIF is working as designed? There are a ton of advantages to

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Tags: SPIFF Rebate Programs

Factors to Consider When Building B2B Partner Programs

12/08/2020 by Michelle Henson

B2B Partner Programs

We are quickly approaching the end of the year, and 2020 has been nothing short of a doozy. But one thing that remains the same is the fact that B2B partner programs still make the world go round. With ease, if done right. Selling products through third-party partners extends your products to every

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Tags: Channel Partnership

How to Manage Your Partnership with Distribution Partners

12/03/2020 by Michelle Henson

Channel Distribution Partner

If your business is pumping products through a channel pipeline, then you already understand that it is a massive undertaking. But are you doing the best to manage your partner relationships? If not, you could be at risk of losing your partnerships, which will most definitely put a kink in your

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Tags: Channel Partnership

How to Measure Your Partner Program KPIs

11/23/2020 by Michelle Henson

Measuring Partner Program KPIs

We're here to give you the rundown on the best ways to measure your partner program's KPIs. Key performance indicators, or KPIs, are used by many businesses’ that sell thru the channel to measure the performance of their channel partners. It’s rather simple: You set a goal. You put tactics in

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Tags: Managing the Channel

Improve B2B Channel Marketing Programs During COVID-19

11/16/2020 by Michelle Henson

B2B Channel Marketing Programs During COVID-19

Everyone can agree that the pandemic has changed our way of life. Millions are still sheltering in place and businesses have had to quickly adapt to the new normal. COVID-19 has impacted B2B channel marketing programs and channel activities in a big way, and businesses must continue to evolve if

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Tags: B2B Marketing Solutions

How to Formulate a Channel Strategy to Increase Efficiency

11/10/2020 by Michelle Henson

Formulate a Channel Strategy

What is a Channel Strategy? A channel strategy is a must-have in the B2B world. Think of a channel as a chain, with the vendor or manufacturer on top, followed by “links” that represent the various partner companies needed to get products or services in front of customers. These links, or channels,

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Tags: Managing the Channel

How to Choose a Channel POS Data Management System

11/04/2020 by Michelle Henson

POS Data Management System

A channel POS data management system does more than just provide a convenient way for customers to pay for transactions. For managing your channels, it’s also a valuable tool for data collection. And you need to analyze data in order to stay ahead of consumer buying habits and trends. Data collected

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Tags: Channel POS Management

How to Improve Your Indirect Channel Partner Incentive Programs

10/28/2020 by Michelle Henson

Indirect channel incentive Program

Channel partners are an integral piece of the operation for many high-tech companies. A significant portion of revenue for companies that sell through the channel comes from indirect channel partners. However, misaligned incentive programs can become a company’s largest expenditure. Mismanaged

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Tags: Channel Incentive Programs

Best Remote Channel Sales Strategies to Enhance Your Business

10/20/2020 by Michelle Henson

Remote Channel Sales Strategies

The future is now. We are dead smack in the middle of the digital age. And if you have not noticed by now, there are big benefits to operating your business remotely. Especially for your sales channels. For one, it lowers costs and increases flexibility. Second, it opens the door to new target

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Tags: Channel Sales Strategies

Best Channel Sales Enablement Strategies and Tools

10/13/2020 by Michelle Henson

Channel Sales Enablement Strategies and Tools

Growing your business falls squarely on the shoulders of your sales team, so it is up to your organization to set them up for success. After all, their success results in increased sales, which translates to more money and more customer interactions. If you want to keep up with the competition, this

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Tags: Channel Sales Strategies

Partner Relationship Management Challenges and Solutions

10/07/2020 by Michelle Henson

Partner Relationship Management Solutions

High-tech organizations seek channel partnerships as a strategic alliance, of sorts, to assist operations in a number of ways, such as to promote products or services, increase efficiencies in distribution and store products. However, managing the needs of multiple partners in a supply chain can be

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Tags: Partner Portal Platform

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