Recent Channel Management Business White Papers, Webcasts and Case Studies - BNET.com

Recent Channel Management Business White Papers, Webcasts and Case Studies | ...
Recent Channel Management Business White Papers, Webcasts and Case Studies | BNET

Do You Want To Make It Big In Direct Sales?: What You Should Know Before Join...
Direct sales companies promote and promise an easier life and success if you just join their company. The sales representatives for these companies make it sound so easy to make money you wonder why everyone hasn't caught onto this direct sales phenomenon. Sales representatives for direct sales companies are taught how to promote their company's marketing plan, give high hourly figures for income but seldom speak of how much work is actually involved to achieve the income they brag about. Most times the income sales representatives are bragging about is only realized by a very small percentage of the company.
Selling Tips For Direct Sales Representatives
Direct sales company use representatives to sell products direct to customers door to door or by the party system. These representatives need to be aware of some selling tips, if they want to be successful at sales. The representatives who sell for these companies earn a commission based on volume of products sold. Naturally the more products sold, the more money the representative earns. It is my experience that when a representative can see that selling the benefit of the product is more important than selling the name of the product, the representative will find more sales success. This paper explains tips which revolve around meeting customer needs.
Exciting Innovations to Supercharge Sales Force Productivity
Advances in technology have made it possible to bring sales force productivity to new heights. Learn about the latest exciting innovations in CRM and SFA software and how they can help take your sales force to the next level. This issue of the Sales Performance Journal offers valuable information on advances in CRM and SFA technology and how exciting innovations from companies like Salesforce.com and WebEx are giving organizations the power to take their sales force to new heights.
Maximizing Channel Performance
The days when selling through third-party channels were simple are long gone. As more and more providers come to realize the many advantages of selling through these channels, the landscape of channel partner selling has become dramatically more complex. To get the most out of this market, suppliers need to learn how to manage these partner relationships effectively and navigate this unique sales process successfully. Read this edition of Sales Performance Journal to learn more.
Return on Sales: How do you stack up? Benchmarks for comparing your financial...
Interested in finding out how you stack up against other companies? This article provides you with the data to compare your ROS to other organizations. Learn how you can use world-class performance as a model for future performance.
The People You Know: Social Networks of Tomorrow's Sales Force
Sales executives go to their networks for their core job tasks--unlike some professionals who perform their jobs without ever invoking a relationship. The main impact of social networking for sales is helping them gain access and accelerate opportunities through connections they have but that they might not know about.
How to Instill Consumer Trust and Confidence in your Web Site
The Internet has fundamentally changed the way people connect, communicate, and conduct commerce. But as the Internet becomes more central to consumers' lives, online fraud continues to evolve -- and consumer concerns about identity theft are pervasive and powerful. The future of e-commerce depends on the ability to instill consumer trust and confidence in the Web. Recent developments in authentication technology have lead to a new kind of SSL Certificate that can increase visitor confidence in legitimate sites and greatly reduce the effectiveness of phishing attacks. Web sites with Extended Validation SSL have seen how this new technology enables the address bar in high security browsers to turn green, thus allowing consumers to feel secure that they are on a legitimate Web site. Check out this ZDNet Webcast, now available on demand, to learn how Extended Validation SSL Certificates can help increase consumer confidence in your e-commerce Web site.
Study reveals the ABCs of successful biopharmaceutical partnerships
Recently, the IBM Institute of Business Value and Silico Research conducted a study that uncovered a disturbing trend--more than half of all joint bio tech ventures fail. Learn how to make sure yours doesn't. Discover the basics of the ABC Framework, a methodology that can help your collaborations succeed. Get this white paper now!
Sales 2.0 - Leveraging Web 2.0 to Sell
The Internet is the ultimate disruptive technology. Like telephony, radio, television, and even the printing press, the Internet is dramatically changing nearly every aspect of daily life, both inside businesses and in the daily lives of individuals. Much of this disruption has been both unplanned and unexpected, and nothing more so than the sudden prominence of what's been called Web 2.0: the blogs, wikis and social networking sites where users generate content for consumption by other users. When it comes to technology, sales professionals are natural pioneers. They were the first in the business world to embrace the cell phone as a day-to-day tool, and have long used the mass media - including the Internet - for lead generation. With each technological revolution, sales professionals have had to learn how to use disruptive technology effectively. Today, a number of software and services firms have launched software products and services under the banner "Sales 2.0." These solutions promise to reduce the cost of sales, buyer risk, and the time it takes to close a deal. This white paper explains the characteristics of such applications and how they build upon Web 2.0 technology to create a more productive selling environment.
To Heighten Your Marketplace Success, Avoid these Three Marketing Sins
The practice of marketing is suffering these days from a number of ailments: a high rate of product failure, declining effectiveness of TV commercials and advertising in general, a very low response rate from direct marketing initiatives, and so on. Marketing's role has been marginalized in many companies. Instead of performing its role as the architect and driver of business strategy, marketing is at the mercy of an unwieldy mix of marketers, operations people, and financial types. The result is a huge number of companies whose profits consistently fall below expectations. Too many are committing some common marketing "Sins," which in the end keeps them from succeeding. This case study explains three of the most egregious marketing sins.
Are Your Products Open or Closed? How to Respond to the New Openness
Companies in many industries are struggling to determine how best to deal with the power that social computing gives their customers as an open forum to share how they feel about products with millions of fellow consumers. This newfound power in the hands of customers is creating an openness of information (positive and negative) that is having a dramatic impact on the success of new products and overall company revenues. During this on-demand Webcast, Josh Bernoff, Forrester Vice President, Principal Analyst and co-author of Groundswell, along with Colby Dyess, Product Manager from Endeca discuss how leading companies such as Endeca and Swisscom Mobile are engaging with their customers to drive new product innovation through the "new openness." Co-sponsored by Optaros and Red Hat, the Webcast addresses these important topics and more: The ROI of engaging with your customers for new product innovation How to tap into your customers for innovation Case Study: Building an online customer community: Endeca's Developer Network "EDeN"
Channel Partner Scorecard
This template helps channel sales management assess the effectiveness of current channel partners. The template can be used to track marketing campaigns and the use of market development funds. It can enter the channel partner's key profile and contact information in the template, as well as the forecasted and actual sales results by product or service.
TAP For Channel Partners
The Target Audience Profile (TAP) for Channel Partners template makes it easy to create a TAP for your channel partners because the basic information fields and questions are already set up. The information gathered in the TAPs of the current or prospective channel partners can be used to make decisions about messaging and selecting communication vehicles.
Not business as usual: Changing channels in consumer electronics
IBM explores how the impact of innovative business models for "how to sell" are now as important as the innovative products themselves - CE manufacturers need to skillfully manage their mix of sales channels for future success. Download this IBM Institute for Business Value Research Report or listen to the podcast to learn more.
Real-Time Analysis of Marketing ROI
What some call lead generation, CFOs often term maverick spending. As marketers are increasingly expected to justify expenditures, measuring campaign success becomes critically important. The Siebel real-time analysis of marketing ROI best practice from Oracle effectively measures marketing.

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