Selling to small businesses is an entirely different animal. It requires a different approach than marketing to consumers, mid-sized companies, or enterprise organizations. So what’s the best way to effectively market to small business owners? In this article, Sydni Craig-Hart from Smart Simple Marketing explains how to align with small business owners’ mindset, appeal to … Continued
Elevator pitches effective when you’re talking to a stranger (at a networking event, in line, while riding public transit, or yes, on an elevator), and they ask, “What do you do?” or “Where do you work?” In situations like these, you need a short, snappy, easy-to-grasp explanation of your company and its products. The person … Continued
For all the talk about Moore’s Law and the notion that computing power increases unabated, Jay Baer (founder of Convince & Convert) believes there’s not enough talk about another law he feels has equal importance in marketing and public relations. It’s what he calls the Law of Boundless Brevity. In this article, he explains why the … Continued
Learning how to recruit channel partners is the holy grail of many tech firms across the globe. And why not? Successful channel partner recruitment means developing a revenue engine that’s paid exclusively on performance, is trusted by businesses of all sizes and industry verticals and adapts nimbly to changing economic conditions. But first you have … Continued
In this article, James Taylor, Kingpin’s commercial director, gives B2B marketers his top five tips to boosting your partner recruitment strategy. Read Full Article Here
A business plan is a written document containing the goals of your business, but it’s also a detailed road map to achieve your business goals. To land investors, appeal to customers, retain and attract team members, or even just simply to succeed, this map needs to show methods of attaining goals and place timeframes for … Continued
The last 12 months have brought about many changes, primarily the change from selling in-person to virtual, and this had significant implications for sellers and sales enablement. Sales Mastery, in conjunction with Korn Ferry, has completed their second Buyer Preference Study and have published their results about how effective buyers feel reps are in a … Continued
The Great Debate: “The Channel Is Dead” Over the last few years, we’ve seen the move to software as a service, the introduction of vendor marketplaces, and the evolution of eCommerce platforms. So much so, that many vendors are questioning whether they still need a channel. But at the same time, we’ve seen an increase … Continued
In our Channel Training courses, we talk about how companies evolve through five stages of partnering maturity: Novice – vendor is unsure of partner value Tolerant – there is ad-hoc engagement with partners Reliant – recognition that there is a need for partners to achieve targets Aligned – the vendor’s systems fully support partnering Centric … Continued
Remote working has become synonymous with back-to-back Zoom meetings. Since the start of the pandemic, video calls have become a lifeline for many employers trialling working from home for the first time. As a result, however, home-workers have been inundated with so many video conferences that it coined a new phrase: Zoom fatigue. It appears … Continued
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