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Channel Sales Training: How to Effectively Sell Through Channel Partners

Maximize Channel Partnerships By Building Loyalty

Growing your business through an indirect channel can be a smart decision.

The key to a successful channel sales partnership is satisfying mutual business objectives. This takes a commitment to developing a shared vision, strong communication, and flexibility.  It also takes solid business development and selling skills.

Richardson’s training module for channel and indirect sales builds the skills needed to create collaborative, profitable relationships.

Channel Sales Training Module

The channel sales training program teaches participants to analyze the partner organization, its key players, and its individual needs with the goal of differentiating themselves at the top of the Partner Relationship Pyramid.

Through training scenarios, participants build skill in key aspects of channel sales management and strategy.

These include:

  • Leveraging meetings as a platform for enhancing credibility and value
  • Building trust and key relationships
  • Reaching the highest level of decision makers without alienating current contacts
  • Engaging an executive-level decision maker in a robust, partner-focused discussion that will uncover key objectives

Participants in our channel sales training also create a Partner Action Plan to more effectively manage relationships, prioritize investments across multiple vendors, enable information sharing across account teams, and increase long-term stability and growth.

Channel Sales Training Module Learning Objectives

Participants in the channel sales training module improve their ability to:

  • Leverage partner relationships and increase joint revenue opportunities
  • Develop a Partner Action Plan with clearly defined, actionable goals and measurable results
  • Gain deeper, wider access into channel partner organizations and build credibility to form long-term, trusted relationships with key executives
  • Evaluate financial strategies and business impact to identify opportunities to entrench your products and solutions, driving growth and profitability

Channel Sales Training Module Business Benefits

Upon completing the channel sales training module your organization will experience the following business benefits:

  • More effectively leverage channel partners as a lucrative source of additional revenue
  • Increase the value, status, and loyalty channel partners associate with you and your organization
  • Transform current channel partners into more profitable relationships while making smarter, more aggressive decisions about partners from which you should disengage

Delivery Options

Module content for the channel sales training program is customized to any level, from new to experienced salespeople, their managers, and executive management. This content is available as an add-on module to all core training programs.

Want More Info?

Complete the form and a team member will be in touch within 24 hours. If you need immediate assistance call us at 800-526-1650.