"Selling Channel Value” is a two day workshop designed to develop channel management skills required to build mind share with your partners over competing vendors.
“Selling Channel Value” is a unique workshop designed specifically for IT&T channel sales people. This is NOT another direct sales course. Selling with, and through channels is very different from selling direct. This workshop is designed to give channel sales people the skills and tools they need to influence partner executives and increase partner investment in your products or services. To do this your channel sales people must be able to articulate your channel value proposition in a way that shows they understand and identify with the business drivers of your partners.
“Selling Channel Value” has enjoyed outstanding reviews from
major IT&T vendors through out Asia Pacific because it helps channel
sales people to develop from pushers of product, to leaders and coaches of
virtual partnership teams. Our systematic approach and focus on critical
skills benefits both experienced and 'new’ channel sales people alike.
Places are strictly limited to ensure quality, so act now and register your
channel sales staff. After the course, if you don’t agree that “Selling
Channel Value” workshop has been of real value - we will refund your
money!
Who Should Attend
Channel managers/representatives and their sales managers.
Key Benefits
- Develop partner influence skills that increase partner focus and investment in new business.
- Increased understanding of partner business imperatives, and how to influence these.
- Develop a base of skills to build relationships with partner executives.
- Identify and then improve critical partner sales processes and skills.
- Develop a holistic understanding of the role of the channel and the key performance areas of channel success.
- Develop improved strategies and plans for managing channel performance.
The Workshop.
The "Selling Channel Value" skills based training course is held over two full days.Day 1
- Role of the Channel and the Channel Account Manager.
- Sales processes for different kinds of channel partners, products and services.
- Partnership value propositions.
- Effective channel mapping.
- Working with the channel to create competitive advantage and end-user value.
- Building one-on-one executive relationships.
- Channel manager style, strengths and weaknesses.
- Understanding partner business imperatives.
Day 2
- Understanding partner business imperatives (continued).
- Questioning to build partner change momentum.
- Questioning skills role play.
- Channel Partner selection and on-going review.
- Allocation of channel sales resources.
- Personal commitment planning.
To keep the training event interesting for all participants, a mixture of
lecture, group and individual exercises will be included. Each participant
will be required to make presentations to the entire group and to participate
in role play exercises. Courseware and workshop booklets are provided for
all participants.
What our customers think.
"Channel Enablers are definitely the masters
of their domain. I recommend Channel Enablers to any company who
wants to do more with their partners." |
“Channel Enablers gave techniques to see things
differently, and reinforced my understanding of the channel business” |
| “Channel Enablers provides a whole new perspective on VALUE
SELLING (with channels), which are really practical yet surprisingly
simple and effective” |
“Channel Enablers deliver effective training to channel
sales professionals which result in a quick return on an organisation's
investment in training”. |
| “An Excellent course with clear, concise content”. |
“Excellent and down to earth observations with supporting
facts and figures to corroborate. Great course!” |
Price
£775 / €1125 per person for the two day workshop
Please note: This workshop is currently being offered in Europe
only.
- Prices are inclusive of all taxes
- 10% discount for early bird bookings (bookings made and paid for three weeks prior to event)*
- 10% discount for second or subsequent attendees from the same company*
- Payment must be received prior to workshop to guarantee seat
* Maximum 10% discount per person