Sales Enablement

The Utopian Future of Channel Selling

Channel partners and Value-Added Resellers (VARs) are the redheaded stepchild (treated without the favor of birthright) when it comes to obtaining the attention and resources from manufacturers of the countless products they sell. They’re the last to get training and the first to be held accountable for meeting their quotas. With limited marketing budgets, and outdated sales tools, they’re struggling to effectively communicate why products are unique and different. What is Channel Sales? A method of distribution used by a business to sell its products, usually by dividing its sales force into groups that focus on different selling conduits. For

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