Let’s cut to the chase! When launching a new incentive programme for your distributors it needs to perfect. No long-winded processes. No boring content. No uninspiring rewards. It needs to WOW!
July 22nd 2021 -
More and more businesses are relying on channel partners to get their products out to the right customers. Why wouldn’t they? It’s an additional way of getting their product out to even more people! Think of it like this…
July 14th 2021 -
We’ve all got that one friend who is more like a family member. You see them regularly, you love them dearly and wouldn’t change them for the world. Even though you’re not blood-related, you still value them just as much, sometimes more, as those who are.
July 8th 2021 -
We all need a little motivation every now and then. Whether it’s to be more healthy, get more sleep, or get more work done, we’ve all been there! So if you’re finding that some of your distributors may be lacking in motivation, then don’t worry - that’s what this blog is for!
July 1st 2021 -
In this day and age, incentivising a sales channel is pretty much expected. In fact, 81% of top-performing companies utilise incentive programmes to reward their sales associates. It’s all very well having one in place, but how do you ensure you get your desired outcomes? Well, it’s all in the planning!
June 24th 2021 -
Without a loyal sales network, your brand's potential for growth will always be limited. Think of it like this… You’re getting your hair cut. The hairdresser uses product A on your hair which you really like. The next time you go in, they use product B, which seems ok. On your next visit, they use product C. By this point, you’ve completely forgotten about product A. This hairdresser has no loyalty to a specific brand. If they did have a favourite which they always used, the brand would have the potential to really grow. Why? Because the hairdresser would always use and talk about it. Every single day!
June 18th 2021 -
Imagine you’re in a shop looking for a new laptop. You really like this particular one from brand A, but there’s one from brand B that also has your interest. A salesperson asks if you need any help, so you ask for their advice on which laptop is best. They seem to know everything about brand A, but they go a little quiet when asked about brand B.
June 9th 2021 -
Imagine it’s a Sunday and you’re in Tesco collecting some bits for the upcoming week. Going shopping whilst hungry is always a bad idea... Everything looks so good! You arrive in the bakery aisle. (Diets don’t count at the weekend, right?) The smell of fresh Tesco Finest cookies draws you in. But the way the icing is melting on those Mr Kipling cakes looks good too! But perhaps you fancy something more savoury? Decisions, decisions!
June 4th 2021 -
Question - do you actually know every single person who sells your product? Think outside your internal sales team. What about all your distributors and channel partners? Do you know what their sales approach is? Do you know if they need additional resources or support from you?
May 15th 2021 -
We’ve all been there. You have a pleasant interaction with a cashier, an adviser on the phone, or a seemingly sentient chatbot, and then they ask the question: “would you mind answering a few questions about your experience?”. Customer feedback makes the world go round - letting you know the things you are doing for your customers that are really working, as well as the opportunities that you may be missing. But you can’t just go charging in like a rhinoceros; there is an art to getting it right. Structuring your process and introducing thoughtful incentives can help make sure your request for valuable feedback doesn’t disrupt an otherwise positive customer experience, but enhances it - like gravy on a Sunday roast. But we’re getting ahead of ourselves… To understand how to collect feedback in the best way possible, you first need to know what you’re aiming for. Here’s everything that collecting customer feedback can do for your business…
May 7th 2021 -
The best way to use rebates to attract new business is by using a straight cash discount, right?
April 30th 2021 -
"The purpose of a business is to create and keep a customer."
April 23rd 2021 -
A great channel partner programme gets results. Given the appropriate amount of time and investment, a successful programme can help grow your sales team, expand their collective expertise, improve the efficiency of your business and drive international growth. But what is the right amount of time? According to 24% of companies, channel partners take more than a year to become as productive as you need them to be. Granted, a year sounds like a bit of a wait, but patience pays off! Giving you 28% shorter sales cycles, 13% more sales reps hitting their targets, and 12% higher conversion rates, just to name a few benefits.
April 9th 2021 -
What makes your business different to your competitors? What makes your products stand out in a crowded market? Finding your niche is absolutely vital in today's day and age. With many businesses offering similar products to yours, sometimes the only tactic to compete on is price… But this is completely unsustainable and shows no value!
March 26th 2021 -
Upselling and cross-selling - two simple strategies used to sell more! And two simple strategies that your sales channels should be using!
Should your sales incentive programme for distributors be based on cash rewards or non cash rewards?
March 12th 2021 -
Having a distribution network enables your business to grow and reach a much wider audience. It's a fantastic way to expand into new markets with less risk and upfront investment. Just like your in-house sales team, your distribution network will need support and encouragement when it comes to smashing those sales targets.
March 4th 2021 -
Sometimes in life we look for quick wins. What can help me achieve the results I want but in a shorter amount of time? The problem with these “quick wins” is it usually means missing out on the full potential. This is something businesses have to be cautious of when it comes to maintaining an effective pricing and marketing strategy.
How often have you been drawn into a price battle with your customer? You want to close the sale quickly but the price is causing an issue. So what do you do? Discount the price to secure the deal!
February 26th 2021 -
Many marketing professionals are measured on customer satisfaction and engagement. Sounds easy, right? The happier the customer, the better!
4 Best Practices to Enable Your Distribution Channels to Sell Effectively and Increase Your Market Share
February 19th 2021 -
Your distribution channels are key to success! With them, you’re able to maximise your profits and grow your business sustainably. However, much of this success depends on the relationship you build with them and the support you offer to effectively practise sales enablement. Utilising a set of tried and tested best practices will help you to achieve consistent results that have a range of positive knock-on effects, such as:
February 12th 2021 -
So you’ve identified your leads and converted them into customers. Your marketing efforts have paid off, right? Think again! Now the real hard work begins!
August 5th 2020 -
Introducing a customer loyalty programme into your business model is a fantastic way to boost retention and improve your customer relationships. Businesses that invest in creating positive interactions with audiences through personalised rewards schemes are also actively building their brand – an essential factor when competing in today's market.
July 28th 2020 -
Your loyalty programme should reward your customers and your distributors. Salespeople work hard to build networks and relationships that allow them to put your products in front of the right audience, and their efforts should be recognised. Likewise, customers that show consistent loyalty and engagement should be encouraged and rewarded for choosing your brand time and time again. So, if your marketing team has created an exciting promotion that you're hoping will boost sales or interest in your offering, it's essential to consider two things:
July 15th 2020 -
In the UK alone, 660 000 new businesses are registered every year, so there are likely to be plenty of brands with similar products and services to yours. In this highly competitive market, connecting with customers and differentiating your brand through an engagement programme can be a powerful way to establish customer loyalty.
July 13th 2020 -
It's easy to understand how a happy and motivated sales channel will impact the customer experience your company offers. After all, when was the last time you bought something from a salesperson who lacked product knowledge or showed little interest in you as a buyer?
June 17th 2020 -
When businesses start reviewing their finances, particularly during an economic downturn or in the advent of political instability, marketing activities tend to be classified as expenses. In Denmark, for example, 47.46% of CMOs and marketing managers reduced their marketing budgets at the start of 2020.
May 29th 2020 -
Investing in building a loyal customer base is one of the most rewarding things an organisation can do. The positive feedback loop created by brand loyal customers will help your business to sustain during tough times and continue to thrive under pressure. When a customer repeatedly chooses your products and services, regardless of the alluring temptations that competitors offer, it means that your company is exceeding expectations and achieving loyalty.
May 6th 2020 -
Managing a sales channel is already a complex process that requires excellent communication between your brand and its distributors. Typically, the goal is to encourage and reward sales and keep your affiliates invested in your business by offering support and great content to pass on to customers and leads.
February 18th 2020 -
Competing on price alone or using fly-by-night sales tactics won't ensure sustainable business growth in a relationship economy. If you're one of the 82% of companies that recognises customer retention as a more cost-effective strategy, then you're likely to be considering the implementation of a customer loyalty programme. Statistically, existing customers make up 65% of a company's business – it makes sense to keep them happy.
However, as with all infrastructural investments, your customer loyalty programme software needs to yield measurable results to validate its share of the budget and demonstrate how it contributes to the organisation's ability to meet targets.
February 14th 2020 -
Loyal customers are, essentially, the proof in the marketing pudding. You spend hours creating campaigns that aim to engage leads and convert them into buyers, but the ultimate goal of the transaction is more profound.
Building strong emotional connections throughout the sales cycle reinforces customer loyalty and ensures your brand's longevity. In a global market, where choice is abundant, this should be a priority.
January 17th 2018 -
The festive period almost seems like a blurry and distant memory but now we are all propelled forward into the new working year feeling refreshed and exuberant.
It can be difficult bringing in the new year with the expectation of starting something new and we understand that even just thinking of a resolution can seem pretty daunting.
September 6th 2017 -
We all know what it feels like to be recognised for achieving.
It’s great to be praised and rewarded for a job well done. But we also know how important it is to be recognised in good time. Leave it a little too long, and we feel ignored, like the work we’ve done has just swept away in the masses, and in worse cases it can lead to a disgruntled work-force.
May 5th 2017 -
In life, we know to follow the Golden Rule “Do as you would be done by”; simply put ‘treat others as you would want to be treated’. But internally in business this is far too often forgotten.
All companies have guidelines and best practices for how their customers should be treated. Repeat custom and loyalty is so important to a thriving and successful, long standing business, but many companies don’t catch onto the fact that these same best practices should be extended to staff, and that the type of service staff provide to each other will be directly reflected in the way external service is provided.