Accelerate Sales via Partners – One to One

Salessense
5.0
3 reviews
  • The course was very well structured and informative which made my experience worthwhile.
    ← | →
  • The course highlighted the issues with target figures and taught us how to achieve it when you kow your potential.
    ← | →
  • The course was good involving lots of interactivity and breakout sessions. I liked it that the powerpoint was taught in small chunks which kept hte momentum throughout the course.
    ← | →

Training

Blended

£ 695 + VAT

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Description

  • Type

    Training

  • Level

    Intermediate

  • Methodology

    Blended

  • Duration

    Flexible

  • Start date

    Different dates available

  • Online campus

    Yes

  • Delivery of study materials

    Yes

  • Support service

    Yes

  • Personal tutor

    Yes

  • Virtual classes

    Yes

Stop trying to sell them stuff. Help them build.

Specialist sales channel management training for improving reseller, distributor, or alliance partner results.

Maintain or renew sales career momentum through training by doing. Participants take on work place assignments in one-to-one or group workshops. Then reconvene to review results, adjust their approach, and take on their next assignment.

Training can be spread over several months, condensed into longer intensive sessions, or delivered over two consecutive days.

Facilities

Location

Start date

Blended

Start date

Different dates availableEnrolment now open

About this course

Course objectives:

- Get more time with partner 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

This course is intended for 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.

SalesSense course completion certificate.

Unique aspects of this course:

- The practical nature of the guidance.
- Unlimited one-to-one coaching.
- Career long support.
- Includes self-led study materials.
- Blended course.

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

Yes, there are two lower cost 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.

Yes, there are two 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.

Further group coaching sessions can be arranged as needed. £350 plus applicable VAT.

2. Traditional Classroom - The programme delivery takes place over one or more days at a conference venue or at the customers offices. This is effective for three or more participants. Contact us for fees.

Yes, each session is led by your appointed sales coach. Sessions can be by telephone but usually we use an online virtual meeting space such as Skype.

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Reviews

5.0
excellent
  • The course was very well structured and informative which made my experience worthwhile.
    ← | →
  • The course highlighted the issues with target figures and taught us how to achieve it when you kow your potential.
    ← | →
  • The course was good involving lots of interactivity and breakout sessions. I liked it that the powerpoint was taught in small chunks which kept hte momentum throughout the course.
    ← | →
100%
5.0
excellent

Course rating

Recommended

Centre rating

Student Reviewer

5.0
05/03/2019
About the course: The course was very well structured and informative which made my experience worthwhile.
Would you recommend this course?: Yes

Student Reviewer

5.0
03/03/2019
About the course: The course highlighted the issues with target figures and taught us how to achieve it when you kow your potential.
Would you recommend this course?: Yes

Student Reviewer

5.0
02/03/2019
About the course: The course was good involving lots of interactivity and breakout sessions. I liked it that the powerpoint was taught in small chunks which kept hte momentum throughout the course.
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

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

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:

Expose the issues - Explore the difference between selling to end users and selling through partners. Find out what you need beyond traditional sales skills. Compare issues and challenges facing partner account managers and connect them with useful material in the course.

Choose the Right Partners - Learn the critical qualification questions that will uncover a prospective Partner’s real potential. Reduce the number of ineffective relationships and focus on those that will deliver sales results.

Understand Partner Issues - Experience the challenges of building a business through the metaphor of an exercise. Compare conclusions with surveyed data on the concerns of leaders and policy makers. Explore the circumstances that motivate action.

Engage with Partner Principals - Learn how to have senior executives welcome your calls.

Win Unfair Mind Share - Study five ways to increase your share of a Partner's attention. Take away practical tools, methods, and ideas to win more than your fair share of mind.

Become a Partner’s Management Consultant - Try out easy to use tools, frameworks, and methods that consultants use to help customers grow their business. Use them to make yourself an indispensable part of a Partner's management team. Contribute to their management decisions and help strengthen their organisation.

Lead them to Water - Connect your Partners with an endless supply of good quality sales opportunities. Show them how to keep their pipeline full and overflowing.

Mentor Key People - Use the simple mechanism of listening to win the trust of high performers and have them choose you as a mentor.

Maximise Knowledge - Practise new ways to increase Partner product understanding. Learn the skills and techniques that professional trainers use to engage delegates in a learning experience.

Maximise Sales Skills - Discover how you can increase Partner sales by developing their sales skills. Try out tools that are easy to use and will help you boost individual and team success. Develop coaching skills to pass on essential know how.

Build Partner Business Plans - Learn key questions that reveal the depth and realism in Partner projections. Use a planning tool to create joint plans, grounded in realism and underpinned with commitment.

See related categories

Accelerate Sales via Partners – One to One

£ 695 + VAT

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