Channel and customer growth.
Dealers, distributors and partners; customer experience, retention and referrals — growth from the customers and channels you already have.
Each piece answers its question in the opening paragraph, before anything about us, and ends with the questions owners actually ask. Where the honest answer is that you can do it yourself, the piece says so.
20 pieces
What we have written on channel and customer growth.
An Upselling and Cross-Selling Process
Offer the genuinely next-best thing, at the moment the customer has seen value, by someone who owns the account. Eligibility, timing, scripts, safeguards.
Channel-Partner Recruitment Checklist
Territory, profile, offer and materials ready; candidates sourced, verified and evaluated; contracting and onboarding as stages. Fifteen checks.
Customer Service vs Customer Success
Service answers when a customer has a problem; success makes sure they get the result they bought. Roles, measures, and how a small firm does both.
Dealer Incentives That Do Not Damage Margins
Keep the base margin for the job and pay incentives only for behaviour you want: volume, mix, collections, market development. Model, control, review.
Dealer vs Distributor vs Stockist vs Reseller
Who owns the stock, who serves the customer, how far each reaches and what margin and risk each carries. What each is, and how to choose by market.
Direct Sales vs Channel Sales: Which Model?
Direct keeps the margin but limits reach; channel buys reach at the cost of margin and control. Score product and market, then design the hybrid.
Handling Customer Complaints and Escalations
Classify by urgency and impact, own it, respond within the hour, investigate and resolve, communicate plainly, and fix the root cause.
How to Build a Customer-Referral Programme
Referrals come from pleased customers asked at the right moment by the right person. The advocates, the moments, the ask, the tracking and the thank-you.
How to Create a Customer-Onboarding Process
Define the first-value milestone, design the welcome, setup and education steps to reach it, and track completion, risk and handover.
How to Design a Channel-Partner Programme
The written deal with your partners: what they get, what they must do, the tiers, the support, the governance, the measures. One an SME can run.
How to Find Dealers and Distributors
Define the partner and value the territory, build a candidate pipeline from several sources, then run outreach, evaluation and onboarding as stages.
How to Improve Retention in a Small Business
Retention is decided at a few moments: the first delivery, the first problem, the first silence. Fix those, and measure repeat, churn and reasons.
How to Measure Customer Satisfaction
Three kinds of signal: the last transaction, the relationship, the operations. CSAT, NPS and a conversation, and turning answers into owned actions.
How to Onboard a New Dealer or Distributor
The first ninety days decide whether a partner becomes active: setup before stock moves, training for their team, first orders to a plan, and two reviews.
How to Prevent Channel Conflict
Territory, price, leads, accounts: rules written before the dispute, a registration system, an escalation path, and decisions everyone can see.
How to Reactivate Dormant Customers
Define dormant by the customer’s own pattern, find out why they stopped, match the offer to the reason, and measure the campaign against a hold-out group.
How to Spot Customers at Risk of Leaving
Shrinking orders, a complaint, a new contact, slow payment, silence: combine the signals into a simple score, review weekly, and match the play to the risk.
Measuring Dealer and Distributor Performance
Five measures — secondary sales, coverage, inventory, pipeline, execution — read against territory potential, on a quarterly review that ends in actions.
What Is Customer Health Scoring?
A weekly number per customer, from signals you already have, that says who needs a call this week. What goes in, how to weight it, and the plays it triggers.
Why Channel Partners Stop Promoting a Brand
Partners go quiet for five reasons: economics, demand, service, conflict, attention. Find out which from the partner, and recover by reason.
A specific question is the best possible way to start a conversation. If the answer is short, you will get it in a reply and we will write the piece.
Write to hello@gullysales.com, or book the free audit and bring the question with you.
This is the kind of work we do for businesses in your industry.
See what we do