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Free Pre Course Assessment
(Please register here
first)
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
course 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 be able to put
what you learn to good use immediately.
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.
Course Objectives
Recognise
the differences and know what to do about them
Separate the potential stars from the
opportunists and time wasters
Step into the shoes of partner
principals and sense the situation from their perspective
Discover the means to gain instant
access to partner principals
Learn short cut consulting tools to
help partners grow their business
Develop trusted advisor status with
partner principals
Learn how to increase the strategic
significance of the partnership
Develop trainer skills to educate
partner staff and eliminate sales barriers
Study the means to increase sales
skills amongst partner staff
Use a joint planning template to win
commitment and a realistic shared plan
Course Contents
Fees
Dates
Feedback
Pre Course Assessment
Self Study
Small groups |
