bringing collaboration back into your channel sales ecosystem
TRANSCRIPT
WEBINARBringing Collaboration Back Into Your Channel Sales Ecosystem@goallbound#NeverSellAlone
Jen SpencerDirector of Sales & [email protected]@jenspencer
Hey! It’s nice to meet you.
• Former Educator• Likes the Color Pink• Travelin’ Fool (# I SWA)💙
Hey! It’s nice to meet you.
Lucas GerlerStrategic Partner Sales [email protected]@TheeLucas
• Struck by Lightning … Twice• Pets = Kids• Lifelong Student
Today’s Agenda• Knowing Your Channel Sales Reps• Delivery• Channel Advisory Boards• Partner Connection• Q&A
#NeverSellAlone
Many existing partnerships don’t work because suppliers and resellers aren’t finding ways to work together.
Are you collaborating with your partners?
#NeverSellAlone
#NeverSellAlone
Knowing Your Channel Sales
Reps
Poor culture fit can cost an organization between 50-60% of the person’s annual salary
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#NeverSellAlone
How do you keep channel partners engaged, motivated and productive?
Ask “this or that” questions during a new rep’s profile setup.
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1.
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Collect data throughout an individual rep’s usage to learn more about what matters to her.
2.
Set up quick polls and one-question surveys
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3.
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Delivery
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Reaching satisfaction and advocacy can feel light years away.
#NeverSellAlone
Partners are the personnel who make sure your product solutions are applied and implemented as ordered.
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• Accuracy
• Fewer surprises
• Less friction
• Accelerated FTV
• Higher profits
Keeping buyers moving through your pipeline requires careful planning and collaboration.
#NeverSellAlone
Diminish the chaos with a clear roadmap that includes consensus between marketing, sales and delivery.
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#NeverSellAlone
Channel Advisory Boards
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Your partners have access to unique insights into sales
CABs are focus groups for your channel marketing efforts
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#NeverSellAlone
• Relevant executives are present
• Keep it manageable
• Rotate membership
• Meet regularly
• Keep meetings focused
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#NeverSellAlone
Partner Connection
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Why is connection so important to the human condition?
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Why does connection influence relationships as we get older?
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In business, any injury that results in disconnection results in broken trust.
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Effective partnerships require openness to connect.
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#NeverSellAlone
Partner collaboration is not easy.
Partners aren’t just an income line on your sales report
#NeverSellAlone
#NeverSellAlone
When people are part of something, they are more invested.
Questions?Questions?
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Register at: go.allbound.com/collaborate2016
For information about Allbound, visitwww.allbound.com or call us at 480.685.5474