One of the most frustrating aspects of working with Distributors as an essential part of your sales team is the difficulty of getting real-time insight into what they are doing and what results in you should expect from their efforts. Distributors tend to be a bit like black boxes in the overall sales process. [...]
When reviewing the progress made by companies implementing Account-Based Engagement programs in large and small companies we find that most made significant progress in building an interconnected strategy and execution culture across Marketing, Sales and Service teams in their companies. They could deliver measurable improvements in the customer experiences as described in surveys conducted [...]
Making the change to Account-Based Engagement requires significant changes to the roles and responsibilities of marketing, sales, services, and management. Orchestrating this change is Leaping a well-functioning Account-Based Engagement, culture is challenging but essential if you are serious about changing the way you go to market. Sales, marketing, and services must be working together [...]
Companies starting an ABE program often find they are easy to start but hard to expand and sustain as priorities change and problems arise. Usually, companies try focusing the attention on a few strategic accounts or maybe a new market segment. At this initial, tightly focused effort, it usually doesn’t take more than a [...]
Companies implement CRM systems to understand what is going on at the customer level for their business. There are a lot of ways companies track what is going on - Finance reports what is happening from an accounting profitability level - Program Management tracks development and investment programs and manages all the steps it [...]
A lot of very sophisticated companies have launched Account-Based Marketing programs to engage customers more effectively as buying processes shift more and more online. ABM tries to coordinate sales, marketing, and service teams to offer a more personalized approach to strategic, high priority accounts. They often try to use social media and other digital [...]
The end of the year is right around the corner. COVID is exploding, and the future is murky at best. What do you do about making a plan you can defend, makes your management happy, and that drives your bottom line as aggressively as possible while minimizing the risks. Since your board or investors [...]
Everyone knows what customer service is like; we call it and end up on hold or have to fight through a maze of computer prompts before we get to a human. It often seems like the goal is to make it so hard that we give up. If you are running an electronic component [...]
In today’s digital economy, companies increasingly rely on channel partners to extend their sales teams' reach and get broader access to customers, mainly when customers rely on geographically dispersed manufacturing strategies. In the general market, over 70% of the world's trade goes through sales channels outside the direct sales organizations of companies supplying products. [...]
Almost all of our customers use distribution channel partners to expand their market coverage, take care of the broad market, and provide fast reaction to customer demands. Almost all of them also have to struggle with getting their channel partners to aggressively drive their products into the market and get the mind share they [...]