Channel partners can be a major source of high-profit revenue growth with the right business model. A great channel partner operates as an extended sales team, bringing in new business and nurturing accounts on your behalf, without the payroll.
In sales and marketing, we often talk about customer segmentation in the context of prospecting. The practice often starts with dividing potential customers into groups according to firmographic criteria such as geography, size, and industry.
What is strategic account planning? The question seems simple on the surface, but ask five salespeople, and you’ll get five different answers.
When most sales professionals talk about account planning, they immediately think of how they can maximize the revenue from their existing accounts. Or how they can prevent accounts from selecting a competitor.