"In addition to using the experienced team at Channel Dynamics to develop our own internal skills, D-Link used them to develop a professional sales training course for our reseller channel. The feedback from the channel was overwhelming in terms of positive praise"
D-Link
Product Strategy Manager
More testimonials >
"The most relevant training for the channel that I've ever seen and the feedback from every member of our sales team who attended his course was fantastic. If you're looking for an effective channel model, have a chat with Moheb."
itX Group Limited
Marketing Manager
More testimonials >
"The absolute best training course we have ever done. Really hit the hot buttons where we were experiencing difficulties talking to resellers, and enabled us to talk to partners in a much more relevant manner. I would certainly recommend it."
Lexmark
General Manager Channels
More testimonials >
"I have done several channel courses, and this one was tailored to the market we address. The other programs were cookie cutter approaches"
Optus
Channel Manager
More testimonials >
Home >
What We Do > Channel Training > Sales > Channel Sales

Dynamic Channel Sales

Dynamic Channel Sales improves the ability of channel sales professionals to influence sales outcomes with partners, while building stronger professional relationships. Unlike programs that are oriented towards influencing end-users to buy products, the emphasis here is on motivating partners to want to sell your products.

Program Objectives

At the end of this program you will know how to:

  • Identify what makes partners want to sell certain vendor's products
  • Build rapport with senior channel management
  • Ask the right questions to uncover your partner's drivers and motivators
  • Utilise the Principles of Persuasion to influence your audience
  • Present your product and company in a persuasive & compelling manner
  • Apply the principles to influence partner selling behaviour

Who should attend?

Channel Sales people who need to achieve results through persuading partners to stock, promote & sell their products. Channel sales people who have to deal with challenging partners in a competitive market find the program invaluable.

Program Outline

  • Key elements of influencing partners, and making persuasive statements
  • Understanding why partners sell certain products
  • Rapport building with senior management
  • Identifying sales opportunities by uncovering business needs
  • Solution selling and advanced consultative questioning techniques
  • Understanding the Principles of Persuasion
  • Influencing partner sales behaviour and end-user purchasing decisions
  • Communicating with executive-level buyers with confidence and credibility
  • Articulating your value proposition in a persuasive & compelling manner
  • Digital video analysis of personal selling style (optional)

No. of participants: Ideally 6-12
Duration: 1 or 2 days (depending on whether or not video is used)

This program is completely tailored around your particular organisation, and uses real partner & channel scenarios based around your products, competitors, and market position. We provide a unique learning experience that comes from our knowledge of the industry and the problems you face. Consequently, the material covered is of particular relevance to your channel, and can be used the next day to increase your effectiveness.

Leading Successful Channels