Is there a difference between selling TO someone versus selling THOUGH someone?

Firstly, understand that there are many go-to-market (GTM) strategies that companies can use when they are considering their sales effort. The main two are:   hiring a direct sales force   create a channel-focused model   put up a website and advertise all over the web All of these models have their strong points, and … Continue reading Is there a difference between selling TO someone versus selling THOUGH someone?

A short treatise on operations employees and salespeople; and, who’s in sales anyway? (AKA, nothing happens until something gets sold.)

OK – by show of hands – how many people feel comfortable being sold something – even something you want? How many of you like salespeople? How many of you get a good feeling knowing someone with the title “Account Manager,” “Regional Sales Manager,” and so on, calls you on the phone or is coming … Continue reading A short treatise on operations employees and salespeople; and, who’s in sales anyway? (AKA, nothing happens until something gets sold.)

BARS Partner Suitability and Stack Ranking: Process and Tools Background and Overview Pt. 3

Implementing the BARS exercise The BARS process ranks each partner on a scale of 1-5, across 3 objective and 1 subjective ranking weighted measurements. The average of these four categories informs the final analysis. If you’ve not read Parts 1 and 2, I invite you to do that first. These two sections discuss the background … Continue reading BARS Partner Suitability and Stack Ranking: Process and Tools Background and Overview Pt. 3

BARS Partner Suitability and Stack Ranking: Process and Tools Background and Overview: Part 2

Introduction: the BARS “what” The job of an Alliance or Channel Manager is many-faceted. There are many tasks that need to be accomplished during the day/week/month for the CAM or AAM be truly successful. The AAM or CAM must find a balance that works for their population of partners, and for their employer. BARS stands … Continue reading BARS Partner Suitability and Stack Ranking: Process and Tools Background and Overview: Part 2

BARS Partner Suitability and Stack Ranking: Process and Tools Background and Overview Part 1

  The BARS Process - here's the “why” The job of an Alliance or Channel Manager is many-faceted. There are many tasks that need to be accomplished during the day/week/month for the CAM or AAM be truly successful. The AAM or CAM must find a balance that works for their population of partners, and for … Continue reading BARS Partner Suitability and Stack Ranking: Process and Tools Background and Overview Part 1