How Channel Sales Are Better Aligning With High-Tech Customers’ Changing Needs

Posted by John DeSarbo on Wed, Aug 09, 2017

As high-tech manufacturers strive to accelerate profitable growth, they’re looking to their channel partners to provide more value to end customers. Successful technology channel partners are transforming their business models accordingly, transitioning from providing value primarily by distributing products to providing business solutions that are delivered in sync with customers’ changing buying and consumption preferences. Executing this transformation doesn’t just require partners to change. High-tech manufacturers must change as well to enable their partners to expand their capabilities. The need to help partners increase their effectiveness has significant implications for channel sales teams.


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Three Lessons From Amazon Prime Day for B-to-B Sales and Marketing Leaders

Posted by John DeSarbo on Tue, Aug 01, 2017

On July 11, 2017, with much hoopla and fanfare, Amazon held its third annual Amazon Prime Day sale. During the yearly sale, which originally was held in 2015 to celebrate Amazon’s 20th anniversary, Amazon Prime members are offered discounts on a broad range of goods, from everyday household products to fashion merchandise to high-tech devices. The promotion comes during a traditionally slow period in the retail calendar, right in the middle of the dog days of summer before the back-to-school shopping season begins.


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Is Blockchain the Channel Management Silver Bullet?

Posted by Alex Southworth on Wed, Jul 05, 2017

The late Peter Drucker, the founder of modern business management, famously said, “If you can't measure it, you can't manage it.” And therein lies the core problem with indirect channel sales in the high-tech industry: Once a product is sold through another entity, the original vendor often loses visibility into the transaction and with it, the ability to manage its sales process, its resellers and, ultimately, the end-customer experience.


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Social Collaboration: Impact Through Teamwork

Posted by Alec Goldfield on Wed, Mar 23, 2016

This is the fifth post in a series based on a ZS social selling survey of 125 sales leaders.

Social collaboration refers to boosting internal best-practice sharing, deal collaboration and the dissemination of content through digital channels. It’s an integral part of working as a team in today’s workplace and can be used to augment other social selling practices, which my colleagues and I have written about in our series, “Six Building Blocks of Social Selling.”


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Social Organization: Using Social Networks to Build a More Effective Sales Team

Posted by Brandon Mills on Tue, Mar 08, 2016

This is the fourth post in a series based on a ZS social selling survey of 125 sales leaders.

My colleagues and I have recently shared some insights on social branding and social listening—two of our “Six Building Blocks of Social Selling”—based on our recent survey of 125 sales leaders across various industries. Unlike those previous building blocks, which typically are the first that we think of in connection with social selling, social organization isn’t at the center of the social selling conversation. This third building block refers to a set of internal practices that make use of social networks to help build more effective sales teams.


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