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DO YOUR CHANNEL SALES TEAMS…
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Understand their Role?
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Sign up and develop Good
Partners?
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Capture & win Partner
Mindshare
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Direct Partners where you
have differentiated value
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Develop Joint Plans with
Partners to achieve the agreed $ Goals
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Forecast Accurately with
and through their Partners?
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Give Value & Leadership
to their Partners?
As more companies extend
their sales coverage whilst reducing costs via a channel or partner
sales forces, Partnering for Success! is designed to help these
forces sell successfully with and through their channel partners,
eg: VARs, Distributors, OEMs, etc.
The Workshop is dedicated to all the sales professionals in the
world who were moved from direct to indirect Sales with minimal
direction on this vital job, and positions them as "surrogate"
Sales Managers.
WHAT DOES IT PROVIDE:
Our customized Workshops provide Sales Executives, Sales Managers
and their Sales Staff who sell with or through Channels the tools
and skills to:
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Understand the basic premise and principles
of Partnering
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Clearly understand their Role
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Recruit and manage the Ideal Partner(s)
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Develop a proactive Plan for their own Success
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Proactively develop Joint Plans for key
Partners
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q Help manage their pipeline
of Sales Opportunities
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Help to win the larger Joint Opportunities
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Learn skills specific to Partnering.
Tailored Workshops are assembled from a group of modules which
include:
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The Basics of Partnering
for Success
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Partner Management -v- Sales
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The Sales Process - Direct
& Indirect
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Focus on YOUR Key Controllables
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YOUR Plan for Success
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Positioning, Differentiation
& Targeting
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Developing a Sales/Market
Segmentation Plan (for and with your Key Partners)
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Opportunity & Activity
Management for and with your Partners.
Skills Modules include:
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Understanding your Channel
Partner's Business
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Selling High! (Calling on
Channel Partner Executives)
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How to facilitate a Successful
Management Planning Session (for your Key Partners)
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Successful Lead Generation
Campaigns (for and with your Partners)
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Value Based Selling (slanted
to Partnering)
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Helping Your Partners Win
Big Deals!
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Joint Calls on End Users
(with your Partners)
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Joint Presentations that Sell!
CUSTOMIZATION:
Our associates can provide consulting services to assist you in
modifying or adding to the standard programs, workshops and role
plays to make them truly reflective of your company's environment.
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