Comments Off on Commissions: Apples, Oranges, Potatoes & Spam Today, a master agency complained that our commission percentages don’t match the high rates offered by some other vendors. My response:
Yes, our commission percentages don’t look impressive when compared to other vendors who sell different services, and others whose channel programs are designed quite differently. Read more »
Comments Off on CRM Terminology: Words That Don’t Mean What You Think I’ve spent the past week exploring options for a Sales “Customer Relationship Management” (CRM) system for our company.
Welcome to a world where words don’t mean what you expect. A “Lead” isn’t really a lead, an “Account” isn’t really an account, and so on.
And different CRM systems use slightly different definitions for certain words, and each introduces slightly different terms to refer to something that’s mostly-but-not-quite the same. Read more »
Comments Off on Lead Registration, Agents vs. Direct, and “Ink Wins” (Channel Partner Program) “I work with all of the carriers, and [none of them] will not let us sell an account just because the direct team has ‘registered’ it. They run on an ‘ink wins’ policy Read more »
Comments Off on EOQ: End of Quarter Specials I’m always intrigued to hear about remarkable special pricing offered by some vendors’ sales teams in order to report new business for the current quarter or the current fiscal year.
I just read a great article which provided a very accurate and consise summary of issues to consider when planning a CPQ (Configure-Price-Quote) solution. The article was written by Mark Bishop and shared by Shane Lay, both from CloudSense. Read more »
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