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In this study, we grouped the activities and behaviors of successful channel sales professionals into five core competencies: 1. Channel Core...Developing Channel Sales Competence
Influencing skills are those skills that help the channel manager influence the behavior of the channel partner. Closing the Influencing Skills gap...Developing Channel Sales Competence
End customers are continuing to change the way that they buy, creating a market mandate for vendors and partners to change the ways that they sell:...Developing Channel Sales Competence
Partnership Planning encompasses all aspects of planning with partners. At the end of the day, all good partner plans are action plans. In partner...Developing Channel Sales Competence
Within channel sales, there are common competencies that have been proven to drive success regardless of individual organizational differences. These research-based competencies are specific to channel sales professionals and distinctly differentiate them from their counterparts in direct sales and partner sales. This group is focused on sharing ideas and best practices around developing channel sales competence, including all indirect routes to market and hybrid sales channels between direct and indirect.
CreatedFriday, 23 October 2015
Group adminSam Layle, Lisa Pavy, Rich Blakeman