Why Managing Resellers is Like Herding Cats

So now you’ve been able to achieve the difficult task of building a reseller network. Many kudos are flowing your way from leaders within your organization. You get to travel, this time business class, to visit and wine & dine those key resellers who are bringing in sales. You’re doing it! You’re really bringing in sales in a low-cost and magnifying way. You’re now having visions of sandy...

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Getting Into the Mind of a Buying Panel

Working in a complex sale can be tough and buying panels can make them a whole lot tougher. If you are working in a highly complex sale, you will have to get complete agreement from all of the buyers, align all of their interests, negotiate between groups, field more questions than you ever thought possible, and get an enormous headache in the process. All the while, creeping sales goals can...

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Explainer Videos Versus Demo Automation

WHAT IS AN EXPLAINER VIDEO?

WordStream defines explainer videos as, “short online videos used to explain your company’s product or service”. Their purpose is to educate your audience on what you’re offering in a short and sweet manner. An explainer video is less lengthy and in-depth than a product demo, but more thorough than a promo video. A reported 76% of marketers plan to increase their...

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Evaluating Resellers 101

So you’ve gathered a pool of good reseller candidates; they’ve expressed interest in exploring a partnership, and now it’s time for you to start screening who you want to do business with. Many SaaS startups tend to want to sign up with everybody as a reseller, but the truth is you should be very selective of who you allow to represent your product in the marketplace. So, you should evaluate...

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Embracing Asynchronicity in Your Sales Processes

 

What is Asynchronicity?

The term asynchronicity has become quite the buzzword in the software and technology world. Put in customer terms, asynchronous technology gives the ability to do things on their terms, on their time, and in the way they want it done. Within the sales and marketing process, there is a great deal of this going on. When a person goes to read a post on your blog, or when...

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Demo Automation: Making Sales 3x More Productive

Doing live product demonstrations is such an area of inefficiency in the sales process that you can gain amazing increases in productivity using demo automation. Using self service product demo videos for at least part of your product demonstration process will pay big dividends. We're not saying demo automation means you will never do a live demo again (although that's possible and may be...

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CONSENSUS™: More Than a YouTube Demo

When it comes to sales and marketing videos, YouTube has become the go-to platform and the platform that all other ones are measured against. Why? Because YouTube is free, simple, and popular. When telling prospects about CONSENSUS, we hear a lot of: “why would I use CONSENSUS when I can use YouTube and get the same thing for free?” Simply put, you’re not getting the same thing. We've talked...

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Developing Personas for Buying Panels

A lot of importance has been placed on the development of “buyer personas” over the last 10 or so years.  For those unfamiliar with buyer personas, they are fictionalized representations of ideal customers based on marketing research and customer insight.  More simply, they represent your desired customers.  Personas have worked great for content marketers and have become common practice in...

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Contacting Leads and the Science of Selling

Several years ago InsideSale.com did an important study about the best way to contact web leads. We all know how it works: someone signs up on our website – maybe for a free trial, a white paper, etc. – and we get (hopefully) a notification that we have a new lead. "New lead!" you think. "Great... just another person I won't be able to reach." And because you're busy, probably working on...

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2 Reasons Why You Need to Cut Your Demo from 2 Hours to 11 Minutes

By Katie Anderson, Lead Scriptwriter at DemoChimp@KMussman

When you've done demos for years, it may seem a little odd to suddenly decide to take it from a two-hour presentation to an eleven-minute (or less) video. That’s a big jump! There are a lot of questions that go along with this. Won’t we miss important messaging opportunities? Won’t the client miss out on the one-on-one interaction?...

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