Influence partner sales decisions and win more business through the channel
Partners have choices about which solutions they recommend and where they focus their sales effort. Winning their support requires a compelling reason to sell your solutions, backed by the skills to help them win customer business.
Our Channel Sales workshops develop the questioning, persuasion, presentation and negotiation skills to grow revenue through partners. Participants learn to uncover business opportunities, communicate value and gain commitment from partner executives, sales teams and customer decision makers.
Program Outcomes
Depending on your priorities and the agreed scope, our workshops help participants develop the skills to:
- Uncover partner priorities and customer needs that create opportunities for your solutions.
- Build relationships with senior partner executives and conduct business-level conversations that create sales opportunities.
- Present value propositions that give partners a commercial reason to sell your solutions.
- Apply persuasion techniques to influence partner recommendations and sales activity.
- Work with partner sales teams to develop opportunities and win customer business.
- Handle objections and competitive comparisons with confidence.
- Negotiate commitments and commercial terms while protecting value and margin.
- Gain agreement to clear next steps that move sales opportunities forward.
Who should attend?
Channel salespeople, partner account managers and distribution sales teams who want to increase sales through partners.
Our workshops also suit sales specialists and presales professionals who need to influence partner recommendations, present solutions and support joint customer opportunities.
Topics we can cover
- Partner sales motivation – understand why partners recommend particular solutions and give them reasons to prioritise yours.
- Consultative questioning – uncover business needs, decision criteria and commercial drivers to identify worthwhile sales opportunities.
- Compelling value propositions – connect your differentiation with partner profitability and customer outcomes to build a persuasive case for your solutions.
- Executive engagement – build credibility with senior partner leaders and connect your solutions to their business priorities to gain support and drive sales.
- Persuasion and influence – apply the Principles of Persuasion to gain support from partner executives, salespeople and customer stakeholders.
- Selling to, with and through partners – adapt your approach to gain partner commitment, collaborate in customer opportunities and help partners sell independently.
- Persuasive sales presentations – structure and deliver a clear message that makes your value relevant and motivates the audience to act.
- Objections and competitive positioning – uncover the concerns behind resistance and respond to comparisons about price, capability and risk.
- Negotiation and protecting value – prepare your position, trade concessions for commitments and reach agreements that support profitable sales.
- Sales call planning and commitment – set clear meeting objectives, engage the right people and secure next steps that advance the opportunity.
Designed around your team
We work with you to agree the outcomes that matter most, then design the workshop around your team and the time and budget available. The scope, depth and exercises reflect participants’ experience and the sales situations they face.
We agree the duration and group size with you, selecting the topics and level of detail to suit your priorities. Participants practice using your solutions, partner scenarios and competitive challenges, so they can apply the techniques directly in the field.
Workshops can be delivered face-to-face or remotely through Microsoft Teams or Zoom. We adapt the sessions and exercises to suit the delivery format.
Contact us today for more information!
