Channel News

Talk With Your Hands

Wednesday, October 06, 2010

In many of our workshops, we talk about the importance of building trust with partners. If your partners don't trust you or feel that you believe in what you're saying, then your message will be relegated to the big file of unmemorable sales presentations.

"Trust is established through congruence -- that perfect alignment between what is being said and the body language that accompanies it". In the attached article, Dr Carol Goman explains that if a speaker's gestures are not in full agreement with the spoken words, the audience consciously or subconsciously perceives duplicity, uncertainty or (at the very least) internal conflict.

But to use gestures effectively, we need to be aware of how those movements will most likely be perceived. Here are some common hand gestures and the messages behind them.

 ...Read More

The 7 Principles of Public Speaking

Thursday, June 03, 2010

Those of you who have read some of our past articles would know that we believe that a key attribute of great Account Managers is their Presentation and Communication Skills. Whether you are a Channel Account Manager selling to partners, or a Reseller selling to end-users, your ability to deliver a compelling and articulate message often determines how you are perceived, and ultimately whether people will buy from you.

So when we come across an article that provides some practical and simple steps to delivering great presentations, we feel it's our duty to share it with you. The attached piece from Richard Zeoli covers 7 principles that are at the heart of great public speakers. We hope you find it as valuable as we did.

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Getting Your Message Across

Friday, September 26, 2008

Selling has been described as “a transfer of enthusiasm.” And as sales people, it’s our job to talk about our company or product to our customers (and in some cases, our suppliers) in a way that transfers our enthusiasm. In this article that appeared in CRN, Moheb Moses shares several simple steps on how to create a compelling sales presentation.,getting-your-message-across.aspx

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Getting Your Message Across

Monday, June 05, 2006

Author: Moheb Moses
As I talk to resellers and vendors, I'm constantly astounded at the disconnect that exists between how these two groups view reseller sales training. Vendors often complain that resellers never remember what they learned. And resellers complain that vendors come in to talk about "speeds & feeds", and refer to that as "sales" training.

Having worked both in the channel and in vendor-land, I can attest to the fact that it is impossible for the average channel partner to understand all their products to the extent that their vendors would like. And I have sat through many product presentations that left me more confused afterwards than I was at the start. So here are 10 Tips to make your next sales presentation a more effective one, and to ensure that you actually do get your message across. ...Read More

Getting People To Listen

Wednesday, February 15, 2006

Author: Moheb Moses
I heard a quote the other day that "Selling should be a transfer of enthusiasm". And as sales people, it's our job to talk about our company or product to our customers (whether they be end-users, channel partners or alliance partners) in a way that transfers our enthusiasm.

So why is that so many product presentations fail to hit the mark? Why do so many corporate messages fall on deaf ears? This article looks at how to make a sales presentation compelling, and what you can do to keep your listener engaged long enough to "get it". ...Read More

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