Are your sales channels performing?

Selling through channels can be frustrating. Channels will likely be selling other products alongside yours, so how do you ensure your solution gets the right amount of channel attention? How do you know that key sales messages are getting through to customers? How do you cope with turnover of channel sales staff?

In this uncertain environment our channel sales enablement programmes can help. Read the case study below for a typical example and click on the testimonials in the right hand pane for more.

Case study: Mobile handset manufacturer addresses SME through channels

Business Situation	Category-leading mobile handset manufacturer Wants to extend into the Small and Medium Enterprise (SME) market
Opportunity	Extend into a new market that is 10-times larger
Challenges	The SME sector needs a different sales approach Sales will be through the SME sales teams of network operators and independent phone shops Grab the attention of salespeople who also sell competitors' products
Needs	A programme to attract attention and win-over the channel salespeople Tools to help salespeople sell to SMEs
Solution	SMEs buy on value for money and convenience, so the main focus of the Marketing Workshop was to monetize the business benefits A Partner Sales Guide was produced that led the channel salesperson step-by-step through the sale A return on investment tool was provided so salespeople could sit down with a business owner and talk them through the savings, moving the discussion from price to value
Result	Our client is now a major force in the SME market