Give your resellers the gift of your product knowledge this Christmas

sales statsBusiness is steady but you want to make a big impact in your market to become a key player for 2014. You sell through a channel and have many resellers but some better than others!

Generally 80% of your sales come from 20% of your resellers.  So the 80% of your resellers offers a major opportunity for you (see this blog talking about the “other 80%”).

But how to engage them?

Leads are the traditional answer but many channel professionals argue that leads are not at the top of the list that resellers really want. Mauricio Roa suggests “I believe that leads should not be the centre point of a program.”

Providing an untrained reseller with great leads usually just makes them look foolish.  Resellers need knowledge and training to generate a sale.

A channel expert with lots of experience with resellers, Andy Harcup says “there is no better value than teaching the reseller to prospect. If you arrange regular vendor sessions that teach the reseller how to prospect properly then leads will come naturally.” Once your dealers understand your products/services and can talk about the benefits they bring to the purchaser, they will be more confident and motivated to make sales for you. Hesham El Komy makes a great point by saying “The quicker and better they are trained the quicker and more effectively they bring in their own net new business.” By training your resellers they will no longer be dependent on your input and leads. They will be able to gain more business for you independently.

So give the gift of great knowledge to your resellers this Christmas for a happy New Year.


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  67. TheSellOut Hi Maria, Thanks for the addition. Social work and the other jobs you listed are great options. I’m thinking about doing another similar post and will include the “trends” angle. thanks! James

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  81. Ducca disse:“… Dedicação e competência nunca faltaram aos aviadores da FAB.”É bom lembrar, para que não haja injustiças, que no 2º/6º GAv – Esquadrão Guardião, bem como em toda a FAB, se trabalha em equipe. A dedicação é dos oficiais aviadores, mas também dos oficiais, suboficiais, sargentos, cabos e soldados dos diversos quadros que estão, desde o momento do acionamento do acidente, empenhados dioturnamente no bom cumprimento da missão, sempre na esperança de achar alguém ainda com vida para ser resgatado.Então: Parabéns à Força Aérea Brasileira.

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  84. Stay informative, San Diego, yeah boy!

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  134. Haha – I never had my own office until my current position but you can put your underwear in a small bag (even a ziplock bag) and tuck it into the back of a desk drawer. The strange thing is that once I did that, I never forgot to pack the underwear at home – ever!

  135. Your post has moved the debate forward. Thanks for sharing!

  136. I think weight most probably can be treated in some cases as a compulsive disorder. I have also had some interesting discussions about weight loss with people in the ‘NLP world’ around effective use of goal setting (ensure that there is a goal beyond the target weight i.e. once I get to Xkgs I will be able to Y).

  137. Super informative writing; keep it up.

  138. I actually found this more entertaining than James Joyce.

  139. Hello dominickI have read your course on pluralsight about identity and access control in 4.5 and I would like to know why you haven’t talk anything about simplemembership or universalmembershipAlso please could you recommend me a reading or code project to learn indentityclsims with universal o simplemembership

  140. And to think I was going to talk to someone in person about this.

  141. Thinking like that shows an expert at work

  142. Appreciation for this information is over 9000-thank you!

  143. Las felicito por el blog tan bonito y logrado que estrenan!!!Y muchas gracias por una reseña y unas fotos tan preciosas!!!Un abrazo y mucha suerte en este nuevo proyecto!!!

  144. I love this. In Amsterdam we saw a lot of this wonderful graffiti on the railings. I guess people use it to identify where they leave their bikes but it prettifies things all the same.

  145. This website makes things hella easy.

  146. I feel like I should say ‘You go, girl!’ in a Ricki Lake tone, but I won’t be that patronizing. Instead, I’ll suggest that the next time you spill a drink on your crotch, you duck into the washroom and furiously masturbate under a hand dryer. Just don’t get too close to the vent.

  147. I have a lot of problemsI’ve got too much work to do.They’re in red and white.No matter what happened, he would not say a word.He had a good many friends here.They rode their respective bikes.They rode their respective bikes.I’m lost.Being a mother is not easy.The Beatles represented part of the spirit of their age.

  148. I’m so glad I found my solution online.

  149. Ellos defraudan a sus propios votantes.Lo malo del caso es que en cuanto falte poco para las próximas elecciones, serán más buenos que el pan.¡Qué lastima de jóvenes que tienen que emigrar para poder trabajar!Besos

  150. Strange person on the Internet, I recommend you read Bowling Alone, and The Substance of Style. Or at least their blurbs and a few reviews on amazon. I think they address your lamentations.

  151. Bosco disse:Correção:Quis dizer “vôo PAIRADO” e não “vôo plainado” no meu comentário das 16:12.Vinícius,Não sou profissional da área não. Sou apenas entusiasta do assunto mesmo, como você.Tenho um interesse especial por tecnologia VTOL e armas guiadas, mas curto um pouco de tudo quando o assunto é tecnologia de armamentos.Meu e-mail é Um abraço e obrigado pelos elogios.

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  153. My 2 favorites.! Laura and Sophie.! It’s so obvious, American vs. Brit. is supposed to be the final two. But the exciting question is.. Will it be Laura or Sophie.? I don’t mind who wins, they are both amazing.! Zagilicious and Illuminata

  154. Finding this post has solved my problem

  155. Hmm.. ex-President certainly, and it was possibly an act of sycophancy, more so because apparently (according to wikipedia) his students and friends asked him to let them celebrate his birthday, and he apparently said, “Instead of celebrating my birthday, it would be my proud privilege if 5 September is observed as Teachers’ Day.”However, he was a academic through most of his life, and not a politician. What he probably wanted to say was don’t just venerate me, celebrate your teacher.[]

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  157. soy cliente de uds. deseo informacion y precios de los cruceros por las islas griegas, turquia, tiera santa etc…VA:F [1.9.22_1171]please wait…VA:F [1.9.22_1171](from 0 votes)

  158. Matteo Crosera / IMOAMOREImperimetrabileprofondità ignoteche colmano l’abissodi un cuore solo.L’amore ha un colorequello dei tuoi occhiha una densitàed è quella del tuo sguardo.Sublimazione poeticaper dire semplicementecome respirocome vivol’assenzadi un ti amomai ricambiato.M.Crosera accetto il regolamento ps annulla la precedente errore di battitura(manca la lettera c alla 11a riga)

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  160. diyor ki:mrb lise mezunuyum 26 yasımdayım silahlı özel güvenlik güvenlık sertıfkam var b sınıfı ehlıyet sahibıyım 1 yıl satış temsılcısı olarak calıstım ANKARA da ıkamet edıyorum şu anda işsizim şirketınızde calışmak istiyorum

  161. Whoever edits and publishes these articles really knows what they’re doing.

  162. >Hej! Jag skrev ett inlägg om denna produkt och använde era bilder till ett collage. Jag hoppas det var okej för er, annars är det bara att säga till sÃ¥ tar jag bort den direkt! Länkade till er sida som tack i allafall. 🙂

  163. wow Katharina!This card is amazing!Thank you so much for playing!And remember taht you get an extra point if you upload it to SCS gallery!Hugs from Kristine

  164. U wilt geld lenen zonder BKR toetsing? De opties hiervoor worden groter, kijk verder en ontdek hoe u wél geld kunt lenen, snel & eenvoudig.

  165. Jepp, høsten er her, men idag så jeg en sånn uso på himmelen (uso=uidentifisert skinnende objekt)Høsten skal jo gjerne være litt rufsete den, men det siste året har jeg hatt en følelse av samme årstid hele tiden, bare temperaturen som antyder at det er forskjell. Ha ei fin uke du også

  166. I don’t have a way to manage those settings. Did you log in to comment? Maybe you can log in again and try to change your settings. Wish I could help!Jessica

  167. This piece was a lifejacket that saved me from drowning.

  168. Les détails ensoleillés, je les réserve pour le moment au maquillage. Un beau blush organe pétant Guerlain dotn je viens de faire l'acquisition avec le rouge à lèvres assorti. Pas encore osé, mais ça ne saurait tarder! Bisous!

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  174. Det er mye sant i det du skriver. Vi er egentlig altfor dårlig til å gi hverandre ros. Uoppfordret. Ris derimot er vi snare til å hive oss på. Jeg skal jammen ta sende en kollega til et par gode kollegaer, jeg :-)Ha en fin kveld!Liv-Inger sin siste, kule, flotte [type] ..

  175. Jean Brochefort24/10/2012C’est une démarche tout à fait logique et censée faite à la demande de M. Hollande, je m’explique:Plus d’année 80, hop on nie l’existence de ceux qui sont nés pendant cette décennie.Si c’est post 68ards ne sont plus la, hop ils ne peuvent pas voter aux dernières élections.S’ils ne votent pas, hop, M. Hollande n’est plus élu. et Hop le voilà soulagé! CQFD

  176. Yes! Basically, you just pop off the end pieces on the top and the bottom. The top is a metal pipe that you just cut to size (taking into account the space the brackets take up when hung + the width of the end pieces you just took off). The fabric slides really easily out of the bottom metal bar, making it pretty easy to cut. Then just cut the fabric as straight as you can and pop those few pieces back into place and you’re in business.

  177. Grade A stuff. I’m unquestionably in your debt.

  178. FashionologieYour pick for best dressed at the MTV Movie Awards? – Red Carpet Fashion AwardsKaty Perry’s a true blue California girl – PeopleBag battles: Balenciaga vs. Proenza Schouler – Purse BlogInter picks: printed

  179. Katsotaanpa niin muutaman vuoden päästä jengi ajaa ihan täysiä nekrofiilien oikeuksia kun niidenkin on saatava toteuttaa seksuaalisuuttaan. Tää on taas näitä juttuja, joita vastaan puhuu pelkkä intuitio siitä että "kuolleiden kanssa hässiminen on yököttävää". Hassua, muuten: Olen aina kuvitellut että muslimeillakin vihkivalaan kuuluu "kunnes kuolema meidät erottaa"

  180. Thanks for being on point and on target!

  181. Sziasztok!ÉrdeklÅ‘dni szeretnék, hogy a pólókon csak “csoportkép” van? A kérdésem az lenne, hogy a pólóra lehetne egyedül egy 2107-est nyomtatni, egy másik pólóra pedig egy 21011-est?A bögrébÅ‘l is megoldható ez?Válaszotokat köszönöm.

  182. J’aimerais que ce soit Didier, Cindy & Emilie. Mais pour les mecs je pense que ça sera Bruno puisque Didier est trop effacé, & Fx n’est pas du tout aimé par le public, c’est le dernier dans les estimations officielles :/Donc voilà ^^ Bisous !

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  185. La Menabrea ha purtroppo il difetto, forse per scelta aziendale di produrre quantità contenute, d’essere di difficile da reperire. Dopo anni è la prima volta che la vedo sullo scaffale di un supermercato siciliano. Una tantum la grande distribuzione l’azzecca e consente di apprezzare questa lagher se pur con tutti i rischi che i trasporti e lo stoccaggio determinano….. mi toccherà far un salto a Biella per bere a km 0 ed assaggiarla come si deve.

  186. laiks saka:Kad ļeņins un trockis atbrauca ar vairākiem ešeloniem uz Krieviju,tad vairāk runāja Kremlī angliski.Bija vajadzīgi angliski un krieviski nepratēji ,tad Kremli apsargāja tautas brāļi latvieši.

  187. Fueron 28 pronósticos del Prode CDV, 18 para Stosur y 10 para Errani, casi todos en 3 sets.El partido se define en el tercero !!! saca Errani 7-5 1-6a continuación Sharapova vs Kvitova