Enable channel partners
You want to maximise the sales success of your channel partners, but there are many challenges unique to indirect sales. 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 make sure that your key sales messages are getting through to customers? How do you cope with the high turnover of channel sales staff?
Our channel sales enablement programmes can help you get the most out of your indirect sales channels. 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
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Business Situation
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Category-leading mobile handset manufacturer
Wants to extend into the Small and Medium Enterprise (SME) market
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Opportunity
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Extend into a new market that is 10-times larger
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Challenges
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The SME sector needs a different sales approach
Sales will be through the SME sales teams of network operators and independent phone shops
The need to grab the attention of salespeople who also sell competitors' products
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Needs
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A programme to attract attention and win-over the channel salespeople
Tools to help salespeople sell to SMEs
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Solution
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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
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Result
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Our client is now a major force in the SME market
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