I started a series on the channel which has been posted at  The Examiner on the B2B Marketing page.  Well received.  So here are the links to the 4 that have been posted.

Part I: So you want to get into the channel:  An approach to laying out a strategy and the questions you need to ask.

Part II: Is your company channel ready? This outlines what it means to be channel ready from product packaging, pricing, customer support, sales, etc.

Part III: We’ve signed a partner to sell, now what? Tips and techniques for getting the channel up and running fast

Part IV: The channel and sales compensation:  The strategies and pitfalls of compensation.  How to avoid conflict (or create it if that is what you want).

Bookmarking

Tags: Business Plans, Channel, channel ready, compensation, Consultative Selling, Sales, Sales training, Value Marketing

This entry was posted on Monday, June 1st, 2009 at 12:49 pm and is filed under Channel, Marketing, Sales, Uncategorized. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.