Five Overlooked Truths about Channel Recruitment

Nominated by Top 10 Sales articles, "Five Overlooked Truths about Channel Recruitment" can now be viewed as a podcast.

Four Step Process for Building a Channel Program

In this episode, Brian talks with Koka Sexton of Socom Sales about his whitepaper called the "Channel Sales Playbook". The article presents a four-step process for building and activating an effective 3rd party indirect sales channel.

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"Correlation Between Education and Channel Partner Enablement"

In this Episode 3 of The Straight Line, Brian discusses the impact of education on channel partner enablement. He is joined by Jim Gregg, former channel director at Intuit and chief architect of Intuit's Solution Provider University.

"Five Ways to Shorten the Sales Cycle Utilizing Outsourced Teleprospecting"

Managers who are serious about wanting to shorten their sales cycle need to understand the value of outsourced prospecting. Utilizing an outsourced sales development team can shorten both time-to-market and time-to-revenue. Focusing only on the latter stages of the complex B2B sale may cause managers to overlook a real opportunity to influence the entire selling lifecycle. When one considers the bigger picture, there are five ways outsourced prospecting can be applied to increase sales efficiency, populate a fatter pipeline and close more deals in less time.

"Outsourced Teleprospecting for Higher Ed Marketers"

Higher Ed marketers that offer technology-based solutions for improving processes or the overall educational experience are good prospects for outsourced teleprospecting.This article covers the economics of outsourcing your higher ed teleprospecting initiatives as well as a guide to hiring the best third party teleprospecting firm.

"Five Ways to Justify Outsourced Teleprospecting--and Cost Isn't One of Them"

Outsourced teleprospecting is gaining popularity as sales leaders and their bosses discover gaps in their selling processes that they can’t address internally. One issue my clients consistently identify is the lack of time and resources needed to create selling opportunities by obtaining key appointments. Their sales representatives are trying to balance prospecting and selling, with sacrifices to both.

"Five Overlooked Truths about Channel Recruitment"

There are five simple truths about recruiting channel partners that haven't changed in over 25 years. Some might argue there are way more than five, but these are the ones I've seen pass the test of time, despite repeated attempts to circumnavigate or ignore. New vendors exploring the channel can save themselves a lot of time, money and frustration by observing these truths. Vendors who have been in the channel for some time might want to consider revisiting these rules to continually calibrate their programs and recruitment profiles.

"Top 10 Benefits from Outsourced VAR Recruitment"

This article provides compelling examples of how smart companies have built the business case for outsourcing VAR recruitment in order to keep their channel sales managers focused on reseller on-boarding and revenue creation.Mr. Berlin has been recognized as a Top 100 Channel Executive in the IT industry by VAR Business Magazine.