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The Pitch Putting The Deal Forward

The Pitch

The pitch is an opportunity to put meat on the bones.

This conversation should outline the whole proposal raising the merits and qualities of the product and service, taking the listener down a well trodden path explaining in detail, the various stages, from  the initial sign up to attaining the platinum partner status with clear and decisive rewards available.

Presenting your brand, your product and your personalised solution, providing essential reassurance of the training and support available can be daunting. It doesn’t need to be. The information you have acquired and your skillset gives you all the tools you need. A good “Pitch” will take your  partner / client to the end with ease, not a monolog , but a conversation, giving lots of opportunity for questions and giving  answers

bOX IN cloud 400

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Warm Calling is More Effective

Warm calling not Cold Calling

Cold calling takes a considerable amount of time and work. By giving sales professionals the support they require, it can become a much more efficient process if you utilise exhibitions.

A structured conversation or “Pitch” is essential  and going into calls prepared, will result in a much better success rate. The conversation needs to be structured taking your intended target don’t a path, so any sales person conducting these calls needs to be suitably prepared. That means knowing the right questions to ask and the importance of having the answers to potential questions. Making  notes of the important details and ensure that you  are speaking with the right people.

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Yellow Brick Road to Sales

As always in sales KISS ( Keep it simple Stupid ).

We are involved in IT, but there are many different sectors ranging from Data Centres, Cloud Computing, Managed Service Providers, Internet service providers, through to the life blood of the channel with Resellers, Value added resellers, distributors, Value added distributors and system integrators.

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ROI from Lead Generation

Learn how to get the best ROI from your lead generation:

Performance metrics should be used to set targets and estimate ROI. It’s important to establish a benchmark, on each stage of the process, not just email opening  and click rates as well as a breakdown of phone usage and other resources. In our experience performance metrics like these can be used to calculate targets, but they should be formed with an understanding of past results, expected performance and required ROI. Knowing the cost of each lead generated and the conversion rate at each stage of the process is vital to setting realistic goals.

Cost effective marketing

Set a target of getting through to decision makers, it may be 10% or if generated via exhibitions it can be as high as 50%, because it is not a cold call! In fact a lot of the contacts can be incoming so if those calls generate a  meeting from 25% of these conversations, the numbers will stack up.

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Lead Generation

Lead Generation

But it always seems that 80% of your sales comes through 20% of your channel or sales team. In an ideal world we can identify the 20% and ditch the 80% who are not producing the goods or sales!  Whist in reality it is not that simple.

While many of the techniques involved in generating leads have been in use for as long as sales has been a concept,  it does not matter whether you are generating sales leads of channel partners or end users for your channel partners to follow up.

Generating business leads by participating in the many trade shows  and performance can be monitored and improvements can be made with a percentages of leads generated turning into  business.

At the start of the sales journey, it can all be baffling, so a good place to start is the correct type of exhibition. With previous success stories from shows as a basis its what’s ahead  that matters,  following an exhibition there’s an understandable tendency to feel overwhelmed by the number of leads generated, push out an email and wait for the channel partners and sales to roll in. For the best sales professionals though, lead generation means new business and is seen as an opportunity, with a conversation of meaning as an essential tool, leading to the contract.

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