Category Archives: Channel Sales

Eight Steps to Success with Data-Driven Sales (Part Two)

Posted on April 25, 2013 by Kevin Connally

In our last post, we discussed the idea of sales being a science, and we revealed the first four steps to a successful data-driven sales program. Now, we’ll share how you can bring it home and apply the four final … Continue reading →

Posted in Big Data, Channel Sales, Data Management, Marketing, Sales Automation, Selling, Uncategorized | Tagged Data Management, Data Quality, data-driven sales, increase service revenue, Low Dollar Renewals, Low Dollar Service Contracts, Sales Automation, sell more services, Service Sales | Leave a comment

Make Your Service Sales & Marketing Campaigns More Effective, More Efficient

Posted on March 1, 2013 by Kevin Connally

Last month we discussed the importance of building and optimizing your data for sales and marketing purposes. This month, we take a closer look at how to best leverage that valuable knowledge-base to drive more effective, more efficient sales and marketing … Continue reading →

Posted in Automation, Campaign Management, Channel Sales, Customer Service, Data Management, Marketing, Sales Automation, Selling, Service Contract Management, Uncategorized | Tagged Auto Quote, automated expiration notifications, B2B Sales, contract expirations, Data Enrichment, Data Management, Data Quality, how to improve customer satisfaction, how to increase registration rates, increase service revenue, life cycle management, service contract management | Leave a comment

Tips for Building and Optimizing Your Service Sales and Marketing Data

Posted on February 11, 2013 by Kevin Connally

Last month we wrote about the value of building a strong data foundation for business-critical sales and marketing campaigns aimed at your most important constituency: your installed base. Understanding the power of installed base data is much easier than tapping into … Continue reading →

Posted in Big Data, Channel Sales, Data Management, Data Quality, Marketing, Sales Automation, Selling, Service Contract Management, Service Revenue, Uncategorized | Tagged B2B Sales, Data Enrichment, Data Management, Data Quality, get more customers, increase service revenue, sell more services, service contract management, Service Sales | Leave a comment

Building a Strong Data Foundation for Your Most Important Sales and Marketing Campaigns

Posted on January 31, 2013 by Kevin Connally

In our last post we noted that “it’s cheaper, easier and more effective to retain current customers than to acquire new ones,” which points to the critical importance of addressing the ongoing needs of your installed base – and directing … Continue reading →

Posted in Automation, Big Data, Campaign Management, Channel Enablement, Channel Sales, Data Management, Marketing, Sales Automation, Selling, Service Revenue | Tagged Auto Quote, Automated Quotes, campaign management, Channel Sales, Data Management, increase service revenue, marketing campaigns, Sales Automation, sell more services, Service Sales | Leave a comment

How Renewals Management Can Help You Reach Your End-of-Year Sales Numbers

Posted on November 19, 2012 by Kelly Crothers

Every sales professional wants to make their numbers, but at the end of the year there always seems to be more pressure than ever to close sales. If you’re searching for a way to uncover new sales opportunities, then do … Continue reading →

Posted in Channel Sales, Customer Service, Data Management, Sales Automation, Selling, Service Contract Management, Service Revenue, Uncategorized | Tagged Channel Sales, Data Management, increase service revenue, Reach Sales Goals, recurring revenue, Renew Service Contracts, Renewals Management, Sales Automation, sell more services, Service Contract Sales, Service Sales, technology refresh | Leave a comment

Should I buy a service contract or not? (Part 2)

Posted on October 30, 2012 by Kelly Crothers

The Business Risk of an Unattached Asset In part 2 of “Should I buy a service contract or not”, we hear from LinkedIn Selling Services Group members as they chime in on why buying service contracts is so important. The … Continue reading →

Posted in Channel Sales, Customer Service, Selling, Service Contract Management, Service Revenue, Uncategorized | Tagged B2B Sales, Channel Sales, elevator pitch, extended service contracts, increase service revenue, IT Maintenance Renewal, IT service agreement, it service contract, maintenance contract, sell more services, service contract management, Service Contract Sales, Service Sales, unattached assets | Leave a comment

4 Ways to Gain Channel Partner Mindshare for Service Sales Growth

Posted on August 28, 2012 by Kelly Crothers

Nobody likes change – but change is often necessary for sales growth. So how do you sell change to your supply chain partners and get them to modify their behavior? How do you gain mindshare and get your channel partners … Continue reading →

Posted in Channel Enablement, Channel Program, Channel Sales, Marketing, Selling, Service Revenue, Uncategorized | Tagged Change Buyer Behavior, Change Partner Behavior, Channel Enablement, Channel Marketing Program, Channel Sales, Channel Sales Program, increase service revenue, linkedin, sell more services | Leave a comment

Big Data: Your Crystal Ball for Increasing Service Revenue

Posted on June 11, 2012 by Kelly Crothers

Big data – it’s all the hype these days. But what is big data? It’s much more than a buzzword. In fact, experts are calling it a $5 billion market that is expected to grow to more than $50 billion … Continue reading →

Posted in Big Data, Channel Enablement, Channel Program, Channel Sales, Data Management, Service Revenue | Tagged Big Data, Channel Enablement, Channel Sales, Data Management, increase service revenue, life cycle management, linkedin, service contract management | Leave a comment

Improve Your Elevator Pitch and Ultimately Grow Your Company’s Service Sales

Posted on May 21, 2012 by Kelly Crothers

What business are you in? The way you explain who you are and what you do can open the door for you and your company to increase revenue. It’s that simple. But at a recent networking event, I was … Continue reading →

Posted in Brand Reputation, Channel Sales, Marketing, Selling, Service Revenue, Word of Mouth Marketing | Tagged brand reputation, Channel Sales, elevator pitch, get more customers, increase service revenue, linkedin, sell more services, Service Contract Sales, Service Sales, word of mouth marketing | Leave a comment

Five Tips for Increasing IT Channel Sales through Maintenance Contract Management

Posted on April 27, 2012 by Kelly Crothers

With service contracts attached to nearly all IT products sold, there are clearly an abundance of opportunities available for sales professionals to sell renewals on those contracts as they expire. If you’re considering launching a maintenance contract management program to … Continue reading →

Posted in Channel Enablement, Channel Sales, Service Contract Management | Tagged Auto Quote, Channel Enablement, Channel Sales, Data Enrichment, Data Management, Data Quality, extended service contracts, linkedin, maintenance contract, service contract management, Service Sales | Leave a comment