Our Channel Sales Training programs have been designed for channel sales people (Channel Account Managers, Territory Sales, Channel BDMs, etc) who are responsible for selling to, and through, partners.
The skills for selling to a partner are very different from the skills necessary for selling to the end-user. That's because partners don't buy products; they sell them. Consequently, the sales language is different, the business drivers are different, the technical knowledge is different, and the engagement model is different. So the effective channel sales person needs to be able to assist partners to close deals rather than just buy more stock.
Our programs are designed to help channel account managers develop strong relationships with partners, engage senior partner executives, uncover new opportunities, and present their value proposition to partners in a persuasive and compelling manner. We provide channel account managers with the skills to influence partners to want to work with you, and to help their partners position your product to the end-user and close business.
Programs are typically one or two days, although we have developed some ½ day programs for several clients. The ideal class size is 6-12 people, although we have also developed programs for up to 30 people.
All Channel Dynamics programs are completely tailored around your products, your competitors, your language, and your market position. We have worked with some of the best known names in the ICT industry (see our Client List) and can provide a unique learning experience that comes from our knowledge of the industry and the problems you (and your partners) face.