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NEWS AND VIEWS

How to Increase Sales with Distributors

increase sales with distributors

Not all online loyalty programs are made equally, and most are tailored to employee-based incentives. Anyone can throw up an online loyalty program and hope to increases sales with distributors, but what is most important is how you run it and the technology you use so you do meet sales goals. Communicate with distributors often. […]

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Understanding the Buying Behavior of B2B Customers

b2b customers behavior

Traditionally, buying behavior of B2B customers relied heavily on building personal relationships, nurturing those contacts and providing them with a reliable point-of-sale with their preferred suppliers. Millenials have flipped the script. Few stay in one position long enough to learn everyone’s name at their own companies, let alone establish profiles within an industry. Technology is […]

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The Art of Making Your Customers Happy

Making Your Customers Happy

Think about the last time you purchased a product or service from a business and were genuinely happy.  In fact, you were so happy that you told someone else about your positive experience.  What was it about the transaction that made you so satisfied?  It most likely wasn’t just one thing, but a combination of […]

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Studies on How Today’s Channel Partners Really Think

do you really know how your channel partners feel

From Promotion to Emotion Channel Partner Marketing – Top 10 Best Practices Sourcing or selection IT related products or services has shifted. Studies show that up to 90% of technology products and professional services sourcing begin with or use a search engine. Historically channel partners tend to spend less time, effort, resources and investment in […]

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Do You Really Know How Your Channel Partners Feel?

Do You Really Know How Your Channel Partners Feel

Business-to-business (B2B) marketing has traditionally been all about appealing to the buyer’s rational side and making them perceive brands as having strong business value. But a 2013 study conducted by the Corporate Executive Board (CEB) and Google showed that emotion plays a large role in how B2B customers perceive the brand value of their channel […]

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The Ultimate Cheat Sheet on How to Make Channel Partners Happy

The-Ultimate-Cheat-Sheet-on-How-to-Make-Channel-Partners-Happy The Fallacy of Channels: Startups Beware You’re investing in your channel partners’ success in the early years so that they’re motivated in your scaling years. That’s going to cost you margin.  It’s the definition of ‘investment.’ Margin deals can be all over the map.  My starting point mentally is about 30% for the channel partner.  [...] Read More...