The War Room
I am new to the channel sales life. Any tips or tricks for managing and having partners be more receptive to including you in meetings with end users.
Manager, Commercial Sales
Get them as much margin as you can.
With absolutely zero context on what you do, I would say make yourself an asset to the partner, make their job easier and they will want to have you around.
Make it a win/win for all parties involved
I'd be straightforward and say you are going to be part of it. Not in those words, obviously more professional but if you put yourself in the situation where you are going to be in it, you will be hopefully.
Channel is tough… are you able to sell direct also as an option? Or strictly channel?
one thing I do, is I will work a project almost to completion and loop in a partner that I like to process the paperwork. Essentially throwing them an alley-oop where they didn’t have to do any work… this seems to get their respect in early stages of building that relationship.
Also, have an open conversation with them about how they are compensated so you can ensure you’re helping them maximize their comp plan!
Segmented content marketing, make yourself an asset for your channel partners. Hopefully your marketing department is across this but anything from podcasts to video, events, roundtables, blogs, whitepapers etc... regularly share stuff that understands and attempts to solve their pain. Will help you build trust as "that guy/gal who knows".
Hey you are there to help them. Sell your own value to the partners.
AE of B2B
Receptive to what? Do you have any specifics?
Could just be because I’m new to the territory etc but partners are hating the idea of me getting on the phone with the actual end user of our product and would rather me just be a quote pusher for them
Enterprise Account Executive
Channel partners suck, sorry
Manager of Channel Development
Welcome to the channel! In my years in the channel, I have found that you have to build trust first and foremost. You can't ask to be included in end-user meetings immediately - you're there to enable them to sell your product better. In the best-case scenario, you wouldn't even *need* to get in front of the end customer.
I have been on calls with end customers who stop me during my pitch and say "You don't need to go through this, whoever my advisor brings me I know I can trust."
I like hosting strategy sessions with my partners, teaching them who the prime customers are and what questions they should be asking. Stay top of mind with regular syncs, stay responsive, and they'll see you as an asset.
If you can and you're in the region, do visits! Take people to lunch! Go to events or create your own events! Partners are relationship-driven.
Take care of your partners, and they'll take care of you. Thank you for coming to my TedTalk.
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