For more information:
To learn more about our CustomerCentric Selling® Workshop, please contact Bosworth-Kenney at
760-436-2444 or info@bosworth-kenneyselling.com.
Your organization can benefit from a repeatable, objective process that:
Increases revenues
Improves forecasting accuracy
Most importantly, improves margins through shorter sales cycles, more effective marketing -
campaigns and a lower cost of sales management and administration
Creates long-term good will with the channel partner
Participants learn how to execute channel management skills and key selling skills which include:
Managing the Channel
Recruiting new channel partners
End customer prospecting/business development
Needs development with the channel and the end user
Identification and creation of unique business value for the channel partner and the end user
Prospect qualification and disqualification of the channel partner and individual opportunities
Sales process control over the channel partner and the end user transaction
Negotiation and expectation management with the channel partner and end user
Coaching and mentoring of the channel partner
Channel sales executives and managers
Channel sales executives and managers
Channel sales representatives
Channel marketing executives and managers
Pre-sales consultants
Post-sales support staff
Anyone who interacts with prospects/customers or supports the channel sales function
Are you a channel manager or channel seller that can benefit from learning how to sell in a way that meets your customers' and partners' needs and creates loyalty?
In competitive, high-performance organizations, channel management, channel sales and customer relationships are part of everyone's job. These instructor-led workshops are typically presented to individual organizations. In these programs the most common components are:
Assisting channel managers and marketing in establishing the common sales tools that can be used
by the partner entities to assist in the sales efforts. Additionally, establishing a collaborative partner
portal for access to product and service knowledge..
We customize content to reflect your specific product/service offerings and markets, all the while
working with you to define the process and implementation strategy for your channel partners that
will elevate your organization's performance.
Provide training for your channel manager on your company's best selling practices, the tools
available to the channel partners, gaining mind share with existing partners and recruiting new
channel partners. Also, ideas on how to coach and mentor the channel partners in good sales
practices.
Provide training for the channel partner entities in the components of your best selling practices,
exposure to the tools available to the channel partners, the benefits of co-selling with your channel
managers using a common process and tools, plus the benefits the partner seeing how they could
make more money selling your products and services.
In addition to attending lectures to understand the hows and whys, participants practice the skills they learn in lab class settings, in role-play scenarios with their CustomerCentric Selling® coach and in evening group case study assignments.
