Expose the issues - Explore the difference between selling to end users and selling through partners. Find out what you need beyond traditional sales skills. Compare issues and challenges facing partner account managers and connect them with useful material in the course.

Choose the Right Partners - Learn the critical qualification questions that will uncover a prospective Partner’s real potential. Reduce the number of ineffective relationships and focus on those that will deliver sales results.

Understand Partner Issues - Experience the challenges of building a business through the metaphor of an exercise. Compare conclusions with surveyed data on the concerns of leaders and policy makers. Explore the circumstances that motivate action.

Engage with Partner Principals - Learn how to have senior executives welcome your calls.

Win Unfair Mind Share - Study five ways to increase your share of a Partner's attention. Take away practical tools, methods, and ideas to win more than your fair share of mind.

Become a Partner’s Management Consultant - Try out easy to use tools, frameworks, and methods that consultants use to help customers grow their business. Use them to make yourself an indispensable part of a Partner's management team. Contribute to their management decisions and help strengthen their organisation.

Lead them to Water - Connect your Partners with an endless supply of good quality sales opportunities. Show them how to keep their pipeline full and overflowing.

Mentor Key People - Use the simple mechanism of listening to win the trust of high performers and have them choose you as a mentor.

Maximise Knowledge - Practise new ways to increase Partner product understanding. Learn the skills and techniques that professional trainers use to engage delegates in a learning experience.

Maximise Sales Skills - Discover how you can increase Partner sales by developing sales skills. Try out tools that are easy to use and will help you boost individual and team success. Develop coaching skills to pass on essential know how.

Build Partner Business Plans - Learn key questions that reveal the depth and realism in Partner projections. Use a planning tool to create joint plans, grounded in realism and underpinned with commitment.

Introduction  Fees  Dates  Feedback  Pre Course Assessment  Self Study  Small groups

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