Seven Subjects to Master to Drive Enterprise Channel Sales

by Darryl K. Taft

Don’t have good content or effective sales tools in the channel? Then you can forget about generating leads and closing deals. People gravitate toward content that is relevant for them, so it’s important to write for your target audience. Take English 101 to bolster your writing skills and get your sales collateral up to snuff.

When it comes to sales, it’s important to go where the masses are. And that’s on social media. Consider social syndication, and you’ll be able to broadcast your message across multiple platforms in real time.

Want to learn more about history? Creative writing? Physics? No matter your focus, study hall will help you get there. You can make study hall whatever you want it to be. Take a similar approach to your content as well—customizing it for the right audience through your partners, at the right time.

No one likes outdated content. If your pricing changes or a new product is added to your repertoire, it’s critical for that information to be updated in real-time across your partner network. Take phys ed to help you learn the importance of timing in the channel so you can outperform the competition.

Analytics is critical in the sales and marketing process. Understanding which marketing collateral is getting the most traction gives the sales channel insight into what’s working and what needs to be improved to convert leads. Don’t guess. Make sure you know exactly what drives leads and what partners use to close deals.

Channel sales reps have a lot to worry about; they don’t have time to manage massive amounts of collateral. A central location (like a dynamic library) where they can access sales-ready content at their fingertips will help ensure each rep gets everything they need to close deals faster and more efficiently.

Globalization is the spice of life. It’s also a competitive edge. With globalization comes the need to translate marketing collateral across regions and geographies. This can be done painlessly with technology and will earn you an A+ in your preferred foreign language.