Measuring the effect of viral email marketing

Posted April 17, 2009 by Channel Sales
Categories: marketing

Tags: , ,

chart-arrowEmail marketing is a powerful channel that allows marketers to measure virtually every interaction with their prospects. But whether you want it or not, there are still things that cannot be measured 100% accurately. Although some measurements can be considered as reliable, the truth is that it is only a rough estimate of what really happened.

Encouraged by a specific marketing message or driven by the fantastic business of the e-mail campaign, people sometimes forward the email to new prospects. This is called the viral effect. It would be great if this viral effect could be measured – imagine how great it would be to know how many times your message was forwarded. Better still, to whom …

Yes … it is possible.
But only if the email is forwarded via a specially designed form on your website. By using this technique, you can store the email address of the sender and the receiver. Read the rest of this post »


Why you should be provocative when selling

Posted March 5, 2009 by Channel Sales
Categories: sales

Tags: , , , ,

In these hard times where companies cut back on all non-essential costs for a seller there is only 1 thing to do: to ensure that whatever you are selling is absolutely necessary. Do not come up with terms such as faster and better… it is now survival time. Companies do not seek a solution, but a rescue from the collapse, and unless that is what you sell, you better not bother. This requires a new attitude towards selling: provocative based selling. The seller must bluff and hope the buyer falls for it. The intention is for the seller to be seen as the savior-in-distress, the wonder-doctor (note: no quack, trust is essential).

It starts with finding the issues that keep the CEO awake at night and threaten the survival of the company. There is always budget available for solving those kind of issues. This does mean that the issues are still elusive and indefinable to the customer. These are new problems from which in their MBA education they have never heard. Read the rest of this post »

Why does your company need a Partner Portal?

Posted December 13, 2008 by Channel Sales
Categories: partner portal

Tags: , ,

Do you want to complement your partner program with a compelling, interactive, content-rich partner portal that combines easy to use and easy to access sales, marketing and support tools with genuine demand generation capability and get a tangible return on your investment?

Most partner portals offer little partner benefit over a vendor’s corporate website. They act as a repository for information but fail to perform what should be their primary function – to provide the tools and resources partners need to sell and market on the vendor’s behalf. Why is this? Well most vendors prioritise funding and resource for their corporate website. The partner portal, if it exists, is usually an afterthought. Read the rest of this post »

Making a partner portal that sales people will love

Posted December 3, 2008 by Channel Sales
Categories: partner portal

Tags: ,

A common misconception is that sales people do not like partner portals. While this may be the case for web 1.0 portals,  nowadays there are a million ways to make sales people enthusiastic about your portal.

Using web 2.0 techniques it is now possible to make your partner portal two-dimensional; not only can you provide information to your channel (price lists, marketing materials etc.), but you can also receive information from your channel via your partner portal.

By offering customized content, sales dashboards and incentive programs you can drive more sales people to your portal and leverage your PRM investment.

What can make you enthusiastic about a partner portal?

How to use Twitter as a marketing instrument

Posted December 2, 2008 by Channel Sales
Categories: channel marketing

Tags: ,

Twitter is confusing. It is getting an enormous amount of buzz in online and offline media, but many marketers have no idea how Twitter can help them in their online marketing efforts. In this article I will try to explain how you can successfully use twitter in your marketing efforts.

What is Twitter?

Twitter is a service that allows to to post short messages on the internet, visible for anyone interested. Facebook users can compare it to their Facebook status updates on steroids.

What is so special about Twitter?

  • Status updates can not only be made from an internet browser, but also via SMS (mobile phone text-messages), iPhones and other connected devices.
  • To make Twitter work seamlessly with mobile phones, the length of the messages is limited to a 140 characters. This ensures to-the-point communication.
  • Anyone can read your status updates, group-sms messages never really took off, but now Twitter is doing something similar in a nice web interface the advantages of pushing messages out to a large number of followers are becoming very obvious.

Read the rest of this post »

Why do CRM projects fail more often than PRM projects?

Posted November 23, 2008 by Channel Sales
Categories: prm

Tags: ,

Most CRM projects fail at the first hurdle due to a lack of definition and clear strategy. One of the most well known CRM systems is even known in the industry as ‘the most sold and least implemented CRM software’!

PRM does not have nearly the same failure rates that CRM has seen. This is because the entry-level investment is low, as it has been frequently supplied through an ASP/hosted model. Also the implementation time is six-eight weeks not six-eight months.

Also with PRM, there is no need to reinvent the business before the solution is implemented. PRM compliments existing systems, adds on to what they are already doing. PRM starts small and grows; you can test it a little at a time.

Follow the Channel Sales Blog on Twitter

Posted November 3, 2008 by Channel Sales
Categories: marketing


twitter-logoHave you discovered Twitter yet? Using Twitter you can send out messages to groups of friends, or even to the general public, from a website, mobile phone or Instant Messaging client.

Every time you post a new message, which must be less than 140 characters long, that message is relayed to all of the people in your friends list, published to your personal Twitter home page, and added to the public home page unless you tell it otherwise.

Over the last couple of months Twitter has become the next big thing on the internet and has gained a strong foothold in the online marketing community. The Channel Sales Blog can also be found on Twitter where we provide you with updates on the latest blog posts and other interesting Channel Sales related information.

Twitter has the potential to become a valuable tool for businesses, it can be used to broadcast your company’s latest news and blog posts, interact with your customers, or to enable easy internal collaboration and group communication.

There are lots of helpful sources of information on Twitter such as the recently launched Twitter for Beginners blog and Tweeternet.