Who Do You Sell to?
Discover here
how our business-to-business experience will help you.
Quality Control System
Read here about how we will assure the quality of your program.
Articles
Are voicemails effective?
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How to Maximize Your Sales Appointments
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Why Do Most Cold Calls Turn People Off?
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Distribution Channel Development
York Consulting also specializes in helping companies expand their networks — dealer, distributor
or representative — or move from a manufacturer’s representative environment to a dealer/distributor network.
Based on your minimum criteria, we carefully sort through a large number of potential channel partners,
qualify them, and present the best candidates to you for approval. Next, depending on your needs,
York Consulting will:
- Send them your detailed information, or
- Register them for a webinar, or
- Line up a conference call with you, or
- Set up a meeting, or
- Invite them to an event where they can learn more about your company.
We help you develop your channel by:
- Identifying value-added resellers and dealers
- Qualifying your target companies
- Collaborating with your management and marketing team to write a compelling script
- Communicating your business proposition to potential partners.
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A major computer hardware manufacturer asked us to identify and qualify resellers and
their ability to provide local technical support.
From a list of 3,600 companies, York Consulting qualified 521 dealers who were interested
in partnering with the manufacturer. These companies were referred to a series of webinars
to help them decide whether they wanted to continue investigating a potential partnership.
Afterwards, York Consulting followed up with these remaining companies to gauge their interest.
Result: (1) An expanded dealer network that provided additional sales coverage in select major
metropolitan areas, and (2) Local technical support for areas that had been underserved. |
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