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By using partner relationship management (PRM) software, companies can monitor and manage leads so that channel partners are not competing with each other. Read More

Effective lead management can help your company get a jump on the competition by increasing sales through a pragmatic, systemized approach to managing sales staff and dealers. Read More

A certain amount of indirect sales channel friction is bound to occur, but it can be minimized and managed with the right strategies. Read More

Sales directors know; when there’s friction in the channel, sales suffer, and so do profits. How can you reduce the amount of time your indirect sales channel suffers from friction and increase the amount of time it operates smoothly? Read More

A brief overview of the most prevalent types of channel conflict and how modern companies are using PRM practices to minimize them. Read More

How can you direct your channel partners’ attention toward your products and the best practices for selling them? Read More

Your channel partners are as concerned about increasing sales as you are. Give them the tools to sell your products and satisfy their customers, and your business will grow along with theirs. Read More

Within a PRM system, indirect sales channel partners will have the ideal venue to provide your company with feedback from the sales front lines, offer suggestions on product and process improvements, and ask questions – all critical elements for collaborative and supportive channel partner relation Read More

The same strategies your company uses for motivating its direct sales force do not necessarily apply to the members of your indirect sales network. Read More

The concept of channel management and its benefits – increased sales through the channel and business growth – are not new. But companies in 2013 want to make the most out of their channel managers’ time and resources by integrating their channel management best practices into a single system. Read More