What Is The Cost of Inaction In Channel Enablement?

2020-08-20

"Direct sales leaders are passing on the same bad genes to the kids. Learn this one thing. The channel can open doors that you don't even have the keys to the house", says #RodJefferson. What most vendors do to decrease time to revenue, increase seller productivity, remove selling obstacles, and create customers for life is the antithesis of what is needed to achieve these goals. We explore the significant differences between enabling a direct sales force and enabling a #SalesChannel. It is not a matter of putting "Channel" in front of your sales training...

"Direct sales leaders are passing on the same bad genes to the kids. Learn this one thing. The channel can open doors that you don't even have the keys to the house", says #RodJefferson.

What most vendors do to decrease time to revenue, increase seller productivity, remove selling obstacles, and create customers for life is the antithesis of what is needed to achieve these goals.

We explore the significant differences between enabling a direct sales force and enabling a #SalesChannel. It is not a matter of putting "Channel" in front of your sales training programme.

Listening is the most important part of conversation and selling. When you're selling through and selling with partners, you must slow down, stop trying to be the smartest person in the room, demonstrate humility and recognise, as the vendor, youa re probably a bit player in the grand scheme of things that the partner and the customer are working towards.

By bringing in the right partners, you will accelerate achievement of all your fundamental goals. The problem is that most sales leaders and direct salespeople don't understand partners or the different types of partners (service, technical, implementation), when or how to bring them in. We explore how to sell channel programmes internally and how to hire effective channel managers.

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