How to Increase Dealer Engagement Part 1 – Brand and Dealer Alignment

“2020 is the year of the distributor, the year of the dealer, the year of engagement.”  – ancient Chinese Proverb  The bigger the challenge, the bigger the opportunity.  And we certainly face some unusual challenges and uncertainties this year.  One set that persists for equipment manufacturers is how to engage their dealers. How to increase […]

Stay Ahead of the Competition – 4 Key Metrics for Dealer Sales Enablement

Manufacturers want to leave their competition in the dust.  To make that happen requires gaining market share. More sales. Growth in your dealer network, gains in its effectiveness. Based on our direct experience working with manufacturers and building sales tools to enable their dealer channel, we have dialed in four metrics that can help you […]

What is a Mobile Sales Tool?

Plenty of companies are throwing around terms like “mobile sales tool” and “mobile sales app” like everyone has a shared definition of these terms.  Unfortunately, there isn’t a common, shared definition. Let’s fix that.   What is a mobile sales tool? For many years, the tools of a sales person were things like: Rolodex  Phone […]

Curing the Sales Productivity Gap with Technology

While sales departments move to innovate and become more customer-centric, the day-to-day sales process is still overrun by time-consuming administrative tasks, inaccessible customer information, and antiquated management systems. In our work with heavy equipment manufacturers and dealers, we hear these complaints every day. Field sales reps feel stuck in antiquated processes that just don’t work […]

Training Faster, Selling Smarter: Bridging the OEM/Dealer Divide with Digital Tools

  January 16, 2018, 1:00 to 2:15 P.M. – Mirage Hotel and Casino (Room: Antigua A) If you work in sales or marketing in the heavy equipment industry, you’ve experienced the disconnect between OEM and channel sales. OEM marketing and sales staff are inundated with requests for material and information, with a restricted view of what […]

5 Common Pain Points of Channel Sales Teams (and How a Mobile Sales Tool Can Help)

Your channel sales teams deliver value to your organization in many ways: they cover a wide geographic area; they are the face of your company to the customer; they handle customer service and aftermarket needs; they sell and service your equipment. By developing trust with your dealers, you achieve the ultimate win-win: the OEM can […]

Improving Sales Training with Sales Enablement Tools

Sales training is tough. Being an effective B2B salesperson requires a huge amount of knowledge about your company’s product and its competition – and most brands can’t afford months of training for new hires before they have to start performing. Often, new salespeople are thrown into real sales situations underprepared, with a “sink or swim” […]

What is Sales Enablement?

In Search of Technology that Enables Sales Success Sales enablement is on the rise – but what is it, exactly? The definition of sales enablement is a bit of a moving target. Ask ten different marketing people what it means to them and you might get ten different answers! Each company has its own perspective, and […]

Sales Enablement Technology: 8 Insights from the Salesforce “State of Sales”

Salesforce’s annual “State of Sales” report aggregates data from thousands of surveys of sales professionals across the world in an attempt to uncover contemporary trends of sales, including strategies, tools, technologies, and perceptions. In the 2016 report, there are several statistics that are relevant to one of our favorite topics: sales enablement technology. We believe […]

4 Best Practices for Sales Enablement Content

Creating one piece of sales collateral should not be too much of a problem, but what about 100 unique assets? 1,000? How do you ensure consistency of collateral for a product line that changes every quarter? Content creation is an important component of sales support and needs to be addressed as an ongoing project motivated […]

Make Your Channel Sales Team More Effective: 4 Benefits of Sales Enablement Tools

Modernizing The Sales Process Enterprises rely on their sales teams to represent them in the marketplace and drive revenue. Whether your salespeople are a part of your organization or are third-party dealers, these teams are the face of your company to your customers. It only makes sense that your sales team should have the best […]