Juniper Networks is updating its consultant relations strategy to better reflect the role these influencers play in customer decision-making. The new consultants program, under the umbrella of its channel partners program, is aimed “at partners who influence a customer’s buying decisions but don’t actually take part in the sale.” This is an interesting approach to formalizing and updating consultant relations … Read More
Influencer Marketing Summit Feb 9-10 in London
Update, Jan. 19: this event has been canceled. My colleague Duncan Brown will give the opening presentation at the Influencer Marketing Summit next month in London. His presentation, “Capitalise on influencer marketing to accelerate brand performance and drive sales”, will focus on how to: Determine the effectiveness of your influencer marketing by knowing what to measure and when to measure … Read More
Aiming influencers at sales objections
An influencer program can be a powerful asset in countering sales objections. Here are a few well-proven tips from our collection of case studies: 1. Compile and prioritize specific sales objections. Don’t accept generalities at the outset. You can generalize later. Start with clear, articulate objections. Get a good sense of frequency, too. 2. Identify external influencers who have both … Read More