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Monthly Archives

November 2015

Sirius Decisions Waterfall

The Real Difference Between a Director and Inside Sales Manager

The Real Difference Between a Director and Inside Sales Manager Guest Blogger Contribution by Trish Bertuzzi at The Bridge Group, Inc I don’t think anyone would argue that the quality of the executive who leads your Inside Sales team makes or breaks its success. A few times a month, companies will reach out to me looking for a “rockstar” Inside Sales Manager. I’ll ask a few questions about what the person will need to accomplish and, quite often, suggest they set their sights on a Director-level candidate.  Better to spend more in compensation than to hire someone who lacks the skills…
Shannon Prager
November 5, 2015
Channel MarketingDemand Generation

How to Build a Successful Channel Partner Program

How to Build a Successful Channel Partner Program The term ‘channel partner program’ is often met with confusion or misunderstanding. What does that really mean and how does an organization create a channel partner program that really works? A channel partner program is a business strategy that vendors use to encourage value-added resellers, managed service providers, consultants, system integrators, equipment manufacturers, or independent vendors to recommend and sell the company’s products and associated services to their own networks. Essentially, it’s a clever way of extending a company’s sales and marketing reach to new audiences through other ancillary service partners. (more…)
Shannon Prager
November 4, 2015