Training

(3 days)

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Partner Value Creation »

Training & Coaching

(3 one-day modules + coaching)

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Advanced ERP Sales Enablement »

Intensive Training & Coaching

(5 modules - 12 days + coaching)

Selling to CxOs »

Prospecting »

Value Based Selling »

· Partner and Channel »

Partner and Channel Coaching

• get to know your own personality and behavioural profile better - and get advise and coaching that will push you, and demand much more of you, in order to help you grow beyond where you are today.
• learn how to fine-tune your messages to improve your partner communication with different personality types - and practice it to assimilate the skills you learn.
• do intensive exercises throughout the program to build and strengthen excellent habits concerning partner management and sales - as well as personal growth.
• get to know your “hidden” potential - not yet exploited – and be pushed out of your comfort zone – to help you reach your business and personal goals.

The Partner and Channel Manager coaching program is unique with its blend of topics conducted as a set of 5 modules, all with 3-8 weeks in between, with time for individual performance coaching, helping you to turn new knowledge into competencies. This offers you an exceptional personal growth opportunity – to further refine and strengthen your partner management skills, develop better techniques for managing and utilizing the partner network, and reach your goals in growing sales revenue through channel and alliance partners.

This program will help Partner and Channel Managers understand and influence the business essentials that drive partner behaviour and investment. Group discussions, exercises, and role plays help develop new skills and competencies. Our knowledge and experience concerning partner management will act as a basis for helping you improve partner focus, increase the effectiveness of your partner programs, improve partner productivity, and grow revenues.

Agenda and main learning points - in brief:

Module 1 – Partner Value Creation

3 days class training – with intensive exercises.

Main learning points will be to:

• understand today’s changing market realities.
• understand different partner setups.
• define vendor/partner roles and responsibilities.
• understand your partners’ business characteristics, needs, and wants.
• identify specific partner business issues and challenges (entry points).
• connect partner strategies, pain points and values.
• understand the roadmap for success in partner sales and partner management.
• qualify the members of a partner’s decision making team.
• get a holistic view on partner challenges, critical success factors, value potential, your offerings – and the way they interlink.
• get insight into business models – and how to exploit them for optimal partner management.
• know how to work with a partner on CxO level.
• compose a convincing value proposition that will trigger a partner (be able to close a business agreement).
• understand important aspects of sales psychology in dealing with partners.

Module 2 – Partner Communication

3 days class training – with intensive exercises.

Main learning points will be to:

• practice positioning or presentation to a partner (recorded on video).
• compose an executive value statement to the partner (door opening speech).
• better understand the value based buying/selling process.
• read and manage body language.
• find ways to build and maintain strong partner relationships.
• structure a presentation or proposal targeting partner executives.
• understand how to use emotional intelligence in dealing with partners.
• strongly influence engagement/solution scopes – instead of leaving it up to others.
• build a strong foundation for your business as well as your personal development.

Module 3 – Individual Coaching and Personality Style Analysis

Individual, face-to-face coaching session.

Personal profiles (personality, sales manners, emotional intelligence) – build from input you provide via a comprehensive questionnaire – will be used intensively during the individual coaching sessions. Each participant will be given personal coaching on specific improvement/interest areas. Each participant will set up a development plan - from a professional as well as a personal point of view.

Coaching topics that are often chosen:

• My personal profile/type and behavioural style.
• Start building a personal development plan.
• Practice alignment of my personality type with different partner types.
• Practice body language.
• Practice persuasion techniques.
• Coaching concerning partner communication.
• Practice partner need/want analysis.
• Practice/develop a partner value proposition/case.
• Practice a partner meeting.

Module 4 – Partner Positioning and Closing

3 days class training – with intensive exercises.

Main learning points will be to:

• use different tools/approaches to value based positioning - targeting partners.
• understand how to trigger a decision at executive level.
• overcome objections.
• practice how to use emotional intelligence in your partner communication.
• incorporate negotiation considerations in your communication and positioning.
• be acquainted with advanced closing techniques.
• set up and secure short and long term business agreements.
• make up a plan for professional as well as personal development.

Module 5 – Individual Coaching session

In this module we will follow up over the telephone on each individual’s progress - and make adjustments to the professional as well as the personal development plan.

Prerequisites:

To enable the course principles and apply those in real partner situations the participants must:

• bring personal selection criteria for a partner.
• bring roadmaps that you have planned jointly with your top partners.
• forward typical samples of partner development plans that you have worked on before.

Feedback from our participants is very clear in pointing out the values both in terms of professional and personal development. Some of the comments you can read here »

Price: go to price overview »