Training Channel Partners to Generate More Leads

Business-to-business (B2B) marketing is not what it used to be. Organizations can no longer rely on high-budget, broadly targeted email campaigns; direct marketing; and telemarketing to generate leads. The focus on print advertisements and banners is diminishing. Internet technologies are influencing sales and marketing decisions with an emphasis on online marketing, inbound marketing, and social media marketing. A 2016 B2B Marketing Zone study reflects this trend. 

Thanks to the rapid changes in Internet technologies, buyers’ expectations are changing as well. More Millennials are occupying the decision-making positions in B2B enterprises. They are likely to complete the preliminary selection process online before even making first contact with a salesperson. If you don’t show up in their online search, you’ve missed a potential customer. Therefore, you have no option but to focus on your online presence and have strategies for online marketing, inbound marketing, and social

Article source: https://www.td.org/Publications/Blogs/Sales-Enablement-Blog/2016/09/Training-Channel-Partners-to-Generate-More-Leads