I have discussed with some sales guys and sales trainers about “Creative selling” -Most of us don't associate the word "creative" with "selling." For some, "creative" conjures up images of starving artists dressed in black, "trying to make a statement" with paint and old auto parts. "Creative" people wear berets and read The Village Voice. Salespeople wear ties and read The Wall Street Journal and follow processes and procedures .
At least those are the popular stereotypes. But don't salespeople create things, too-like opportunity? Don't salespeople create demand for products and services? Customer satisfaction? Wealth? The nature of the sales process is, in fact, creative. A good salesperson creates demand where it doesn't exist. He or she creates a message (the sales pitch) using various media (face calls, telephone calls, written presentations, slide shows) that influence an audience ( I am not talking about those people who are saying what they have been told by “I know everything manager”). A salesperson explores new territories (cold calls), introduces new ways of thinking (persuades prospects) and makes the world a better place (provides customer satisfaction).
It might be easier to identify the best partners but unfortunately even when you have great partners recruited, getting them enabled from a marketing perspective might be the toughest part of the engagement process.
Having this in mind we have started investigating.
What we found?
"Give and take is essential for relationship success. Although we focused primarily on what partners want from vendors, we also explored the partner perspective on their value to their vendors. Partners understand the need for reciprocity and believe that they bring quite a bit to the table. When asked to define their contribution to the vendors they represent, partners identified their specific technical expertise, ability to leverage existing customer relationships and in-depth local market knowledge as the primary services they provide to their vendors. The ability to stock inventory and handle the logistics involved with product delivery was also seen as an important role. When asked to describe how vendors can help partners cope with the changing sales environment, our respondents provided clear direction. A request for additional sales and marketing support was first and foremost, followed by the need for sales and technical training.
Channel partners also expressed interest in having the vendor share best practices in sales, marketing and market research. In short, they agree with these words from a manager at a distributor, “Give us all the information you can to promote your product.” We asked partners to rank the importance of a pre-defined list of vendor activities and attributes. Channel partners listed high quality products, vendor reputation in the marketplace and competitive pricing as the most important activities and attributes that contribute to their success, closely followed by tracking and reporting on sales and incentives. It is clear that partners would like vendors to invest more in each of the most important activities and attributes. Partners also reported that competitive benchmarking is important to them and few vendors do a good job of providing this information. It is interesting to note that good incentive programs are important, but not primary, and in fact cannot make up for deficits in reputation, product, pricing, and communication.
Surprisingly one area where partners feel that vendors overinvest is social media. Although 95% of channel partners thought that social media tools would be somewhat important in communicating with vendors in the future, the consensus was that there is too much emphasis placed on it presently."
In summary partners are looking for :
Value the opinions of your partner;
Clear vision for working together;
Open, honest, proactive communications;
Value-added information sharing;
Strong, reliable business processes;
Common/aligned interests; Future orientation;
Service driven; Performance;
Viability-oriented business model;
If you would like to find out more, need any particular detail or you are looking for guidance with your marketing initiatives and partners participation I will gladly share with you all the insights we got.
Romania is an European country, located at the crossroads of Central and South-eastern Europe, at similar distances from the continent’s extremities. Romania was ranked 68 in terms of ease of starting a business and 72 in terms of ease of doing business, out of 185 economies, according to a study issued by the World Bank and the International Finance Corporation.
How many of you have been asked to build/deliver a presentation and your view was completely against the management view? Or you have been presented and realized you have wasted your time?
While trying to build some presentations for me and others and documenting from multiple sources I found the below eight rules as being the most efficient!
Customercentric behaviour has the following seven basic tenets that set it apart from more traditional selling behavior:
1. Having situational conversation versus making presentation. In order to be effective, a sales person must be able to relate his or her offering to the buyer in a way that will enable him to visualize ussing the offering to satisfy his or her needs . The most effective way to determine those needs is through honest conversation with the buyer.