Training

(3 days)

Selling to CxOs »

Prospecting »

· Partner Value Creation

 

Training & Coaching

(3 one-day modules + coaching)

Sales Psychology »

Value Based Selling »

Emotional Intelligence in Sales »

Advanced ERP Sales Enablement »

 

Intensive Training & Coaching

(5 modules - 12 days + coaching)

Selling to CxOs »

Prospecting »

Value Based Selling »

Partner and Channel »

Custom-built »

Partner Value Creation




This 3 days course will help you 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.

 

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 and exploit 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.

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

 

Price: go to price overview »

 

Recommended follow on courses:

Partner and Channel Manager Coaching

 

If you would rather want a coaching program tailored to your needs visit custom-built-coaching programs »

 

  
William Wains Gade 14  |  DK-1432 Copenhagen  |  Tel: +45 2888 8901  |  Fax: +45 3965 4839  |  e-mail: info@rosenteam.com