If you are reading this, then you are most likely in sales (or smarketing). As you already know, keeping your pipeline filled with (qualified) prospects is no easy feat. It requires patience, practice, hard work, and definitely some innovation along the way. Add another layer to the equation and even more complexity when we talk about keeping your partners’ pipes full. Providing your partners with the tools they need to successfully market your products can be quite the daunting task.
Balancing lead management with effective sales prospecting can be a challenge for any business—no matter the size.
Holding events or dinners is an efficient, easy way for your partners to fill their channel partner pipelines. Forget the big steaks and fancy Scotch (sorry Jen Spencer)—events don’t necessarily have to be expensive to be effective.
First, find an industry leader who’s interested in presenting relevant information to your prospects. Consultants in your industry are prime candidates. Plan a light lunch six weeks out, and have partners send personalized invitations that illustrate your event’s exclusivity and promises. Have them promote the event on social media. Have the speaker and sponsor promote the event. And have an attending client write a blog post or two.
No matter what you do, however, be sure to follow-up with clients. Reiterating the importance of authentic, lasting relationships not only fills your channel partners’ pipelines, it ensures that your partners’ sales and marketing teams are the best they can be.