Speakers: Ted Grulikowski | Greg Alexander, SBI

maximizing-reseller-revenue-growth

 

How much revenue is being generated by your reseller channel? This can make, or break, your 2016 revenue growth goal. This week on the SBI Sales and Marketing podcast, we spoke with Ted Grulikowski about taking a new product to market by recruiting and managing a team of resellers. Ted is the VP of the B2B unit at MarketSource, the world’s leading sales outsourcing company. MarketSource has been helping companies grow their revenues for over 35 years.

 

During his interview on the SBI’s Sales and Marketing podcast, Ted will discuss:

 

  • How to overcome the common obstacles faced when trying to grow reseller revenues.
  • How to determine the ideal reseller profile.
  • How to determine the right reseller coverage model.
  • How to get resellers to sell more of your products, and less of the competition’s.
  • How to mitigate the risks associated with reseller revenue growth programs.

     

Growing the revenue from resellers is hard. There is a high level of complexity associated with growing reseller revenue contributions. At the end of the day, there is a right way and a wrong way to do it. Don’t make the mistake of thinking this is easy. Instead, listen to Ted’s insights to achieve the sales growth you need to make your number in 2016.

ABOUT THE AUTHOR

Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.
Learn more about Greg Alexander >

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.

 

He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.

 

Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.

 

He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.

 

Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.

 

He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.

 

Video:

 

Transforming the Sales Organization inside Fortune 500 Companies

Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.

 

A Better Way to Structure Your Sales Force

Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.

 

Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.

 

Articles

 

Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.

 

What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.

 

What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

Read full bio >