Channel Enablers’ sales training programs have helped thousands of sales people around the globe reach their full potential. They are provided directly to our vendor clients and to our clients’ major downstream partners.

• their forecast was great – their sales results weren't
• they are obsessed with the technology – but don’t know what a benefits is
• can tell but not sell
• ask for special bids on every deal
• don’t qualify opportunities

Indirect or hybrid business models will not succeed unless partners can sell and represent you professionally – and yet Channel Enablers’ published research reveals vendor provided sales training is generally poor.

Channel Enablers’ sales training programs have helped thousands of sales people around the globe reach their full potential. They are provided directly to our vendor clients and to our clients’ major downstream partners.

Partners want vendor support

Partners want vendors to help them develop key sales competencies and rate current levels of vendor performance low. Channel Enablers’ research reveals that partners’ top three requests for training support are:

1. big deal processes
2. creating a business case 
3. demand generation and prospecting skills

It stands to reason that those vendors who provide quality sales training will receive more of their partner’s time, attention and investment.

Partner sales training that gets results in the field

Channel Enablers’ direct sales training programs for partners range from:

• high impact single ‘event’ training workshops designed for a fast start to

• a comprehensive curriculum of regular training events complemented by effective sales management processes and comprehensive selling tools

Our programs are customized to cater for the different skills and sales processes that fit different products and markets, and are designed to engage people and motivate change.

Fast start training events

• Selling Business and Personal Value - BPV - Customers pay for value. Yet 'value' is subjective, depending on the perception of the customer. This intensive three day training workshop is for people who sell ‘consultatively’, that is, selling by understanding customer needs and identifying customer imperatives. Selling Business and Personal Value teaches the skills of selling at each step of the sales process and how best to influence different kinds of people.
• Major Opportunity Process - MOP – Pursuing a complex, major sale is a major investment for any company. Channel Enablers’ MOP program includes a major sales training workshop and a structured planning process to build competitive strategies around a clear understanding of differentiation and value.
• Major Account Planning - MAP - for sales people in major account territories, MAP focuses on building a team and a plan in order to build mutually rewarding relationships with major accounts. More than a training program MAP is an applied program that delivers early tangible results as well as account manager development. MAP is a planning methodology and process that sits above the level of a single sales opportunity in the planning hierarchy.
• Persuasive presentations workshop - PPW – Channel Enablers’ Persuasive Presentations workshop is both a training course that builds presentation skills, and a workshop that builds customised presentations and messaging for use as standards among your partners.
• Sales Development Curriculum - Channel Enablers’ direct sales development curriculum is implemented over the course of a year with a series of quarterly events. Each workshop builds upon previous events to reinforce learning and build momentum for change of behaviour in the field.