CNVRT Sales and Channel Enablement by BLD. Because It’s All for Naught If You Can’t Convert.

The expertise you need to get results!

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CNVRT is a specialty practice of BLD, providing clients with sales and channel strategy and development through a mix of assessment, recruitment, training, technology, channel intelligence, implementation, and support services.

The purpose of CNVRT is to help clients maximize salesforce and channel performance.

Why CNVRT Services from BLD

Most building materials companies have poor integration between sales and marketing functions. And with continued technological advances, this integration becomes more critical each day.

A major advantage to clients in receiving these specialty services from BLD is the seamless integration of a brand’s digital marketing ecosystem with its digital sales ecosystem, leading to far quicker and more efficient prospect identification, qualification, nurturing, and closing.

We call this “Building Sales Interconnectivity.”

Email us to learn more about CNVRT services.

Combining a Building Category Marketing Agency with Deep Sales and Channel Expertise

CNVRT services by BLD are delivered using experienced professionals from BLD Marketing, augmented with a network of building industry subject matter experts, each with strong backgrounds in building materials sales and channel roles for building materials brands.

Email us to learn more about our industry subject matter experts.

Sales Enablement

CNVRT provides a suite of sales strategy and development services focused on increasing effectiveness and efficiency of building materials sales teams at the manufacturer and channel levels.

The ultimate objective of sales strategy and development services is to increase performance to levels that provide the ability to measure sales performance in real time, while decreasing the time required to manage and close opportunities.

Channel Enablement

CNVRT provides a suite of channel strategy and development services focused on increasing the effectiveness and efficiency by which building materials manufacturers remain connected with channel and distribution partners.

The ultimate objective of channel strategy and development services is to build strong levels of connectivity between manufacturers, channel, and distribution partners where activity and performance can be assessed, managed, and measured for performance, optimizing channel relationships for growth and harmony.

CRM

CRM functionality provides manufacturers and their channel and distribution partners with powerful toolsets that can impact sales performance. These include analytics, metrics, and user behavior analysis to qualify, prioritize, predict, and manage client and prospect behavior.

Optimizing CRM practices and connecting them to marketing initiatives significantly increases prospect lead flow, allows prioritization, improves close ratios, and fosters repeat business.

CNVRT provides a full suite of CRM services and is well versed in most CRM platforms. CNVRT takes an agnostic approach to CRM platform recommendations which are based on a client needs assessment.

Yellow Hat Sales and Channel Training

Today’s distance learning technology provides building materials brands an opportunity to establish evergreen, real-time training platforms for sales, channel, distribution, and marketing teams to stay current with industry best practices, new-normal protocols, products, and industry trends.

As digitization and technology continue to carry stronger roles in the introduction of products and services to prospects and clients, it’s critical for sales teams and channel partners to have access to robust, digitally delivered training that’s fast, efficient, and effective.

Offered through CNVRT, Yellow Hat is a groundbreaking training platform tailored to building materials manufacturers, channel partners, and distributors. Learn more.

Email us to discuss how Yellow Hat can help your company.

Sales and Channel Enablement Services

Sales Strategy & Development Channel Strategy & Development CRM Consulting & Management Yellow Hat Training
Assessments

Assessing current organization, structure, process, and performance of building materials manufacturers’ sales teams and channel representatives.

Assessing current organization, structure, process, and performance of building materials manufacturers channel and distribution programs. Assessing needs for new CRM platform or optimizing current applications. Analysis of current process for managing contacts and opportunities; the digital acumen, day-to-day adoption and usage with the sales and channel distribution teams; and technology audit of capabilities and usage. Assessing sales training gaps, structure, content, and delivery methods.
Connectivity Evaluating current levels of connectivity between marketing and sales, then developing a process improvement and digital tools plan and implementation schedule. Evaluating connectivity between the building materials manufacturer and their channel partners, including existing tools (websites, marketing automation, CRM, ERP, portals, and data analytics) and optimizing these connections.  Evaluating connectivity between marketing tools and CRM platforms to ensure optimal connection and integration of roles and responsibilities, and best practices in lead flow, lead scoring, reporting, and evaluation.  Evaluating current connectivity between product teams, marketing, channel partners, and sales to maximize consistent product, brand, and organizational training and communication, ensuring deeper and more consistent levels of learning across the organization. 
Sales Automation Developing a sales automation process to enhance the quality and impact of sales communications to qualified leads, prospects, and clients.    
Sales Intelligence Assessing current use of data, metrics, and reporting analysis to identify better predictors of prospect and customer behavior, leading to improved sales performance and win rates. Providing a structured, digitally-accessed curriculum to train and update the salesforce and channel partners on customer behavior and analytics to better inform and prepare the salesforce with sales planning and activities. 
ROI Modeling Evaluating current practices for measuring marketing and sales funnel performance and establishing ROI models to better validate overall sales and marketing investment mixes.    
Channel Strategic Planning    Using assessment-based findings to develop new and/or refined channel and distribution plans.     
Channel Plan & Program Implementation   Using assessment-based findings and plans to lead, direct, and/or advise the implementation of channel distribution programs, including incentive plans, certification programs, and co-op marketing and sales programs.     
Recruitment Identifying needs and roles to optimize the salesforce and providing job descriptions and recruitment strategies designed to attract desirable candidates.  Identifying the need to fill gaps in channel distribution. Profiling the best partners and developing recruitment programs for your company designed to deliver best-qualified partners.    
CRM Selection, Planning, Implementation, & Management     Full-suite consultation: from needs assessment and platform identification to development, implementation, and management of CRM initiatives, including ongoing maintenance needs.  Digitally-based training for the sales team to adopt, analyze, and update prospect data and interactions within CRM platforms.
Training       Consultation for salesforce and channel partner education and training using a proprietary platform, Yellow Hat.

Assessments

Sales Strategy & Development Assessing current organization, structure, process, and performance of building materials manufacturers' sales teams and channel representatives.
Channel Strategy & Development Assessing current organization, structure, process, and performance of building materials manufacturers channel and distribution programs.
CRM Consulting & Management Assessing needs for new CRM platform or optimizing current applications. Analysis of current process for managing contacts and opportunities; the digital acumen, day-to-day adoption and usage with the sales and channel distribution teams; and technology audit of capabilities and usage.
Yellow Hat Training Assessing sales training gaps, structure, content, and delivery methods.

Connectivity

Sales Strategy & Development Evaluating current levels of connectivity between marketing and sales, then developing a process improvement and digital tools plan and implementation schedule.
Channel Strategy & Development Evaluating connectivity between the building materials manufacturer and their channel partners, including existing tools (websites, marketing automation, CRM, ERP, portals, and data analytics) and optimizing these connections.
CRM Consulting & Management Evaluating connectivity between marketing tools and CRM platforms to ensure optimal connection and integration of roles and responsibilities, and best practices in lead flow, lead scoring, reporting, and evaluation.
Yellow Hat Training Evaluating current connectivity between product teams, marketing, channel partners, and sales to maximize consistent product, brand, and organizational training and communication, ensuring deeper and more consistent levels of learning across the organization.

Sales Automation

Sales Strategy & Development Developing a sales automation process to enhance the quality and impact of sales communications to qualified leads, prospects, and clients.
Channel Strategy & Development

Sales Intelligence

Sales Strategy & Development Assessing current use of data, metrics, and reporting analysis to identify better predictors of prospect and customer behavior, leading to improved sales performance and win rates.
Channel Strategy & Development
CRM Consulting & Management
Yellow Hat Training Providing a structured, digitally-accessed curriculum to train and update the salesforce and channel partners on customer behavior and analytics to better inform and prepare the salesforce with sales planning and activities.

ROI Modeling

Sales Strategy & Development Evaluating current practices for measuring marketing and sales funnel performance and establishing ROI models to better validate overall sales and marketing investment mixes.
Channel Strategy & Development

Channel Strategic Planning

Channel Strategy & Development Using assessment-based findings to develop new and/or refined channel and distribution plans.

Channel Plan & Program Implementation

Channel Strategy & Development Using assessment-based findings and plans to lead, direct, and/or advise the implementation of channel distribution programs, including incentive plans, certification programs, and co-op marketing and sales programs.

Recruitment

Sales Strategy & Development Identifying needs and roles to optimize the salesforce and providing job descriptions and recruitment strategies designed to attract desirable candidates.
Channel Strategy & Development Identifying the need to fill gaps in channel distribution. Profiling the best partners and developing recruitment programs for your company designed to deliver best-qualified partners.

CRM Selection, Planning, Implementation, & Management

CRM Consulting & Management Full-suite consultation: from needs assessment and platform identification to development, implementation, and management of CRM initiatives, including ongoing maintenance needs.
Yellow Hat Training Digitally-based training for the sales team to adopt, analyze, and update prospect data and interactions within CRM platforms.

CRM Selection, Planning, Implementation, & Management

Yellow Hat Training Consultation for salesforce and channel partner education and training using a proprietary platform, Yellow Hat.

Find out how we can BLD your brand.