Why a deal registration system matters at Hybrid Sales organizations

Let’s start this with a simple statement that “trust is earned, deal by deal.” Also, there are a few downsides to consider. Let’s skim over both sides here. While trying to figure out whether you should have a deal-registration process at your company, you’re worried that: 1)    You’re giving away margin dollars for no good reason […]

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 […]

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 […]

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 […]

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 […]

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