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25 & 26 MARCH 2020


3 Ways to Boost Your B2B Channel Sales


We’ve all heard the saying ‘many hands make light work’, and when it comes to selling through channel partners, this couldn’t be more true. So, you want to bring plenty on board AND keep them sweet, right?


Right! Building effective channels and getting them to perform efficiently is undoubtedly one of the fastest ways to achieve a steady and consistent level of growth, and take your sales above and beyond those of your competitors. An abundance of channel partners means an abundance of new avenues through which you can sell your product, and gain new customers.

We understand that keeping your channels performing perfectly is not always easy, so here are some simple tips to boost their performance, and keep those partners rolling in!

1. 1-2-1 networking to keep your partners on the same page!

We’re big fans of face-to-face networking (obviously), and it seems that channel resellers are too! Whether it’s simply to maintain a connected relationship with you as the product provider, or maybe to chat with your other resellers to find out what they’re doing differently, your partners will appreciate you hosting them at social events. Shared knowledge is shared success, which for you inevitably means more sales! Plus, let’s be honest, beers = brownie points...

2. Your channel is a sales team, put some incentives in place!

The partners who make up your channel are simply an extension of your own team, so why treat them any differently? Everyone loves an incentive, and their effectiveness on sales teams has been proven time and time again. Incentive-driven sales pushes through your channels are a sure way of meeting your targets and making the most of your marketing campaigns, which will soon see you well on your way to a record ROI.

3. Hands-on training is effective training!

Making use of new technologies such as Virtual Reality can give you the ability to train your channels through ‘hands-on’ experience. Astronauts don’t go to space without hitting the simulator, so why take your channel sales any less seriously? A team who have applied your product (if only virtually) will always be considerably more effective than a team who have memorised the instruction manual, so by training them through experience, you’ll be doing yourself a massive favour.

Of course managing multiple sales channels is a lot more complicated than this, and gaining quick results is a lot easier said than done, but if you start with these simple tips, you’ll soon be well on your way to a record year!