Accelerate Sales through Partners

Salessense
5.0
4 reviews
  • I found the course to be excellent overview of skills needed to enhance public speaking. I Really enjoyed the opportunity we were given to perform presentations. It was though not as I expected but it was a very informative, fun, and useful course.
    ← | →
  • I found the coaching great with great counciling principles. It was all a great experience. It was all motivational and focused.
    ← | →
  • Iam beginner in sales and this course proved out to be great help for me. It taught me all the basics and techniques I might need to become successful in salesmenship. It owes a huge thanks.
    ← | →

Training

Inhouse

£ 2,995 + VAT

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Description

  • Type

    Training

  • Level

    Intermediate

  • Methodology

    Inhouse

  • Class hours

    7h

  • Duration

    2 Days

  • Start date

    Different dates available

Stop trying to sell them stuff. Help them build.

Selling ' through' is different from selling 'to'. Affecting results through a distributor, a reseller or a business partner depends on a different set of skills and habits. Channel sales training bridges the gap.

This course provides the elements missing from traditional, end user sales training. It addresses the specialist needs of channel account managers, distribution account managers, and alliance managers.

Facilities

Location

Start date

Inhouse

Start date

Different dates availableEnrolment now open

About this course

Course objectives:

- Get more time with principals.
- Establish trusted adviser status with senior executives.
- Develop the loyalty that protects against competitors.
- Increase the relationships strategic significance.
- Identify the accounts that are worth extra effort.
- Understand customer issues from their perspective.
- Have partners keep their promises.
- Develop partner knowledge and competence.
- Motivate partner staff

All those who are responsible for setting up and maintaining B2B partnerships. Typical roles include agent managers, dealer and reseller account managers, distributor account managers, and business alliance managers.

Unique aspects of this course:

- The practical nature of the guidance.
- Career long support.
- Includes self-led study materials.
- Delivered by the course author

When you request information, you will receive the course data sheet and an invitation to speak with the course author. If you have provided a telephone number, we will call you to answer any questions and share more about the content.

Yes, there are three individual delivery options:

1. Materials with Email Support - View and download the course presentations, tools, templates, and other resources. Study the materials and complete the exercises as desired. Email your nominated coach with any questions. Most support requests are answered within a couple of hours. Answers are guaranteed within two business days. £95 + applicable VAT. There is a 4 week lead time for this option.

2. Self Led with Telephone Support - View and download the course presentation, tools, templates, and other resources. Study the materials and complete the exercises as desired. Arrange calls with your nominated coach to ask questions. Calls are be scheduled by email or text. £395 + applicable VAT. There is a 4 week lead time for this option.

3. Blended One to One - View and download the course presentation, tools, templates, and other resources. Arrange one-to-one coaching sessions to work through the material and apply learning through on-the-job actions. Coaching continues until the participants are satisfied with their learning progress. Session last one hour and are scheduled to suit participant needs. £995 + applicable VAT.

Yes, there are virtual classroom blended group delivery options:

1. Programme materials and one 90 minute group coaching session for up to 5 people - Participants gain access to the course presentations, tools, templates, and other resources. Key elements of the content are presented in a virtual classroom group coaching session. The session is scheduled to suit participant needs. £695 plus VAT. There is a 4 week lead time for this option.

2. As above, we can deliver the course for larger groups. Contact us for the fees.

3. Ad hoc and follow on virtual classroom group coaching sessions can be arranged as needed for £350 plus applicable VAT.

The standard course serves up to 12 people. We can accommodate larger numbers by special arrangement.

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Reviews

5.0
excellent
  • I found the course to be excellent overview of skills needed to enhance public speaking. I Really enjoyed the opportunity we were given to perform presentations. It was though not as I expected but it was a very informative, fun, and useful course.
    ← | →
  • I found the coaching great with great counciling principles. It was all a great experience. It was all motivational and focused.
    ← | →
  • Iam beginner in sales and this course proved out to be great help for me. It taught me all the basics and techniques I might need to become successful in salesmenship. It owes a huge thanks.
    ← | →
100%
5.0
excellent

Course rating

Recommended

Centre rating

Student Reviewer

5.0
06/03/2019
About the course: I found the course to be excellent overview of skills needed to enhance public speaking. I Really enjoyed the opportunity we were given to perform presentations. It was though not as I expected but it was a very informative, fun, and useful course.
Would you recommend this course?: Yes

Student Reviewer

5.0
06/03/2019
About the course: I found the coaching great with great counciling principles. It was all a great experience. It was all motivational and focused.
Would you recommend this course?: Yes

Student Reviewer

5.0
05/03/2019
About the course: Iam beginner in sales and this course proved out to be great help for me. It taught me all the basics and techniques I might need to become successful in salesmenship. It owes a huge thanks.
Would you recommend this course?: Yes

Student Reviewer

5.0
04/03/2019
About the course: The trainer Clive is a great appreciation for the dedication he puts on to teach the course and its skills.
Would you recommend this course?: Yes
*All reviews collected by Emagister & iAgora have been verified

This centre's achievements

2019

All courses are up to date

The average rating is higher than 3.7

More than 50 reviews in the last 12 months

This centre has featured on Emagister for 15 years

Subjects

  • Change Management
  • Channel Partner Management
  • Channel Account Manager Course
  • Channel Account Manager Training
  • Reseller Management
  • Reseller Account Manager Course
  • Reseller Account Manager Training
  • Distributor Manager Sales Training
  • Distributor Management
  • Distributor Account Manager Course
  • Alliance Partnership Manager Course
  • Alliance Management
  • Alliance Partnership Training
  • Distributor Sales Training
  • Indirect Channel Management
  • Sales
  • Sales Training

Teachers and trainers (1)

Clive Miller

Clive Miller

Managing Partner

Achieving sales targets has been the focus of Clive’s working life. His sales career began in 1977. Over the last thirty years he has sold the products, services, and solutions of Intel, DEC, IBM, Sun Microsystems, and SGi. He is the author of most SalesSense training material and writes about selling for magazines and newsletters. From the launch of SalesSense in 1996, Clive has directed the company’s development. As a consultant, sales trainer, speaker, and coach, he has helped hundreds of companies and thousands of people increase their sales success.

Course programme

Course Content:

Elements of a Sales Plan

Use this framework to eliminate or minimise uncertainly about sales results through forethought and planning.

Quantify the Opportunity

Innovative ‘rule of thumb’ techniques for assessing the size of a market and estimating the realisable market share.

Step into the Customers Shoes

Use a customer perspective and develop better answers to the question they harbour when contemplating a significant purchase.

Make the Ideal Customers Visible

Use profiling to identify prospective customers who are predisposed to be interested in what you offer.

Construct a Prospect Engagement Kit

Follow step-by-step guidelines to develop compelling approach strategies and the collateral to support them.

Anticipate Obstacles

Step into the customer shoes once more to anticipate obstacles and objections before creating reliable solutions.

Create a Sales Process Framework
Adapt an established model to identify stages in your sales process.

Develop a Proposal Template

Copy appropriate elements from best practice guidelines to simplify the proposal creation process.

Begin or Develop a Sales Plan

Transform the elements covered into an integrated sales plan.

Elements of an Aligned Marketing Plan

Learn the essentials of aligning sales and marketing plans.

Teach Others

Using the plan to transfer knowledge.

See related categories

Accelerate Sales through Partners

£ 2,995 + VAT

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See all

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