SELLING THROUGH PARTNERS

Achieving Optimum Performance From Partners & Channels

Overview
Selling ' through' is different from selling 'to'.
A different set of skills and habits come to the fore in building an effective Partner network or Alliance. This program provides a bridge between traditional, end user sales capability and the special demands of selling through Partners.

More than 74% of all B2B sales alliances including Agents, Dealers, Resellers, OEMs and those pursuing common customers with complementary products, fail to achieve expected levels of business. Sales partnerships are easy to come by and very difficult to make work. In this course, learn how to develop lasting and profitable partner relationships.

In addition to acquiring a method for success, participants gain hundreds of ideas, tips, and procedures for helping Partnerships succeed. You will learn how to achieve optimum performance by harnessing the collective power of your channel and use proven channel management methods from The Sales Psychologist to build an effective and reliable sales channel, market, or alliance; to create partner loyalty and mutual success.

   

Who Should Attend

All those who are responsible for setting up and maintaining B2B sales partnerships will benefit from this course. Typical roles include agent sales managers, dealer and reseller account managers, distributor account managers, OEM sales people, and alliance managers.