by Andy Kowl, Sales Net editor
In talking with VARs of every type, when asked what aspect of the channel partner programs they find most helpful, or wish there were more of, we keep getting the same answer: sales leads.
When talking with manufacturers to find out what their channel partners value most from the "programs" offered to them, the answer is the same: sales leads.
Yes, I get it, you want to sell more products and services. Join the club. But how about those sales leads you either get from your partners, from trade shows, your website or any other source? What is your closing percentage? Have you analyzed any differences between "the good leads" and those that go nowhere? Or do you just complain about the latter as a waste of time and move on?
Maybe improving your closing percentage can earn you more money than getting more sales leads that you don't close. Which of your vendors take the time a trouble to help you improve your sales results? In fact, what would might help you do that most readily? Can you share with us an example of proactive help you have received from any of your vendors which actually affected your results?
If you are a reseller, when you get a lead, what is your opening line? If it is anything close to most of the responses to leads here on Sales Net, it goes something like this (especially if a vendor-partner gave you the prospect), "I heard you were interested in XXXX -- we can help you with that." How creative.
If you are doing a far better job on the phone than many of those posting here do in responding to requests, why are you holding back here? (FYI, most of the responses shown to requests here on Sales Net are at least somewhat better than the dreadful example above, because our moderators delete the majority of garbage responses.)
We'd love to hear about those partners who are truly helpful in improving your business. It might help others to do the same.
