Channel News

How To Sell To Top Execs - In 6 Easy Steps

Wednesday, April 10, 2013

Common wisdom in sales dictates that the higher up the ladder you can go, the more return you’ll see on your investment. But the boardroom door only opens to those with a handle on executive etiquette, and insight into the mindset beneath it.

In this post Geoffrey James reveals the strategy (in six steps) best calculated to serve as a master key to successful C-level access. At its simplest, the strategy is no different to any other sales strategy: know your target market, how they think, what they want, and where their hot buttons are located. The part that needs most careful preparation is in providing what the executive wants and expects for the organisation or section he heads, and what he wants to hear from the perspective of his own personal, unstated agenda. Unless a salesman can successfully navigate both challenges at once, he will quickly be reacquainted with the door he entered by.

How to Sell to Top Execs - in 6 Easy Steps ...Read More

Why Sales Skills Matter - To Everyone

Monday, March 04, 2013

Many people hear the word "sales" and think of pressuring, manipulating, and maneuvering potential customers into making a purchase - all the stereotypes of used car or timeshare sales. But if you really want to boost your career, regardless of what role you are in, maybe you need to find a way to work in sales.

In this post, Jeff Haden demonstrates that whether you work for someone else, own your own business, or even work in a role where you never interact with customers, sales skills are still incredibly useful. If you think of Selling as the art of clearly explaining the logic and benefits of an action or decision, then it's clear that every job requires solid sales skills. Whether it's convincing peers an idea or initiative makes sense, proving to a boss or customer that a project will generate a solid return, or helping employees who work for you understand the benefits of a new process and embrace the changes required, the ability to listen and effectively communicate is critical in every field.

Why sales skills matter - to everyone ...Read More

Enable Your Partners Till They’re Unconscious

Tuesday, February 12, 2013

Author: Moheb Moses
In a previous article, I wrote about the parallels between recruiting people and recruiting partners, and how the principles we apply to recruiting staff are equally applicable to recruiting partners. Today, we look at the parallels between developing staff and enabling partners.

Over the years, the “Conscious Competence” Model has become a popular and insightful framework to explain the psychological stages of learning a new skill. It describes how people progress through 4 stages of learning, and how leaders must change their management style with employees in each of the different stages. In this article we describe how newly recruited partners also go through the same 4 stages, and how your channel enablement style needs to change accordingly.

But first let’s look at the model… ...Read More

Channel 2013: Keys to success

Monday, February 04, 2013

Supporting customers with the right products and services to match should be top of mind for the channel this year. Many industry experts are also touting 2013 as the year Cloud services reach a point of maturity in the market, and this also plays into the importance of security.

In this article, Julia Talevski and Hafizah Osman from ARN talk to a number of industry experts (including Cam Wayland from Channel Dynamics) on ways to try and ensure your business goes forward this year. Make sute you check out Cam's Top 5 tips at the end of the article.

Channel 2013: Keys to success ...Read More

6 Reasons Sales Proposal Fail

Wednesday, January 30, 2013

Sales proposals have the unfortunate combination of being both expensive to create and easy to screw up. Maybe that's why so many sales reps loath writing them.

In this post, Geoffrey James describes the 6 most common dumb reasons that sales proposals end up in the trash, along with some easy-to-follow advice to help you avoid these mistakes in the future.

Please Note: if you have trouble reading this article, click on the box with the ">" symbol rather than the box marked "Next>".

6 Dumb Reasons Your Sales Proposal Bombed ...Read More

Comments From Our Clients

  • "I have worked with Moheb on several channel projects including the ARN IT Industry Awards. He has deep channel knowledge and is passionate about how indirect sales can deliver product to market effectively. I would recommend him to anybody looking to build or improve their sales channel"
    ARN – Editorial Director, ARN, IDG Australia
  • "Moheb, apart from his extensive knowledge of the ANZ channel, is an excellent presenter. I have used him on many occasions to present some "unique" sales training courses, and would wholeheartedly endorse his professionalism and ability to deliver on commitments"
    Adobe – Channel Sales Manager
  • "It's great to finally work with an organisation that understands the simple and practical ways of maximising channel value"
    CA – Director, Channel Sales
  • "Channel Dynamics provided us with a straight forward and completely practical way to teach our channel how to understand and deliver complex messaging to their customers. Through this project we were able to set completely new positioning, in a very efficient and timely manner"
    Cisco – Regional Manager Channel Sales
  • "I have engaged Moheb and Cam for channel surveys and the facilitation of planning sessions. They bring with them a detailed understanding of the ANZ channel and knowledge of the market, and added measurable value back to our organisation."
    Citrix – Manager, Channel Development Team
  • "The Channel Dynamics team was a tremendous help in driving toward a more optimized, streamlined, and rational approach toward managing our channel, and helping them and us to grow"
    Citrix Systems – Area Vice President, ANZ
  • "The team at Channel Dynamics helped us understand the channel landscape, identify complementary partnerships and build a strong value proposition that addresses the IDEAL 15 questions"
    Dell – Channels Director
  • "Cam & Moheb are two of the best guys in the industry. Their knowledge of the channel and their professional approach makes them a pleasure to deal with. They have certainly made a difference to the way we do business - I can't recommend them highly enough"
    D-Link – Marketing Director ANZ
  • "Spot on. Cam had a lot of market knowledge and really stimulated discussions. The content was relevant, and I will be able to apply the content gained to my role."
    Ingram Micro – Product Manager
  • "Cam had excellent (inside) knowledge of the industry"
    iProvide – Partner Manager
  • "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
  • "The real value of Channel Dynamics is their channel insight and professional approach. Their research provided us with valuable feedback from executive management within our partners, which gives us the building blocks to develop and enhance our channel program."
    Juniper Networks – Channel & Enterprise Marketing Manager ANZ
  • "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
  • "Channel Dynamics delivered a combination of strategy development, training, recruitment, and general board level consultancy that significantly contributed and shaped the growth of our business. I could not recommend them more highly for their professionalism, knowledge, wisdom and experience"
    Mailguard – Sales & Marketing Director
  • "Channel Dynamics helped us focus and build upon our own knowledge and strengths to enable us to go to market with a strong, consistent message. The results were truly remarkable!"
    Netgear – Director - Distribution & Retail
  • "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
  • "Channel Dynamics has helped us to define a partner framework from beginning to end and has consistently exceeded our expectations in regards to their professionalism and the way they transfer their knowledge"
    Software AG – Channel Manager
  • "In one word their course was SUPERB. I also found that it provided a great environment for team building. The course encourages an environment where you learn the personal side to your partners, customers or colleagues"
    Symantec – Business Development, Education Services
  • "Channel Dynamics has always added tremendous value in my role as a Channel Director. The combined experience and knowledge of Moheb & Cam make it very difficult to go past them whether you need to train your staff, build strategy or improve partner engagement. In fact they can pretty much fulfil all your needs when it comes to partnering"
    VMWare – Channel Director
  • "There are many consulting companies but there is only one Channel Dynamics. The difference is their experience. Our engagement with them gave us an insight into our channel requirements that we never would have found by looking from the inside out"
    Watch Guard Technologies – Sales Manager
  • "Channel Dynamics understands our business, customers and partners. We don’t have to spend time teaching them our business - they get it. They are always professional, consistent, focussed on attention to detail, and the follow through is outstanding."
    Westcon – General Manager, ANZ