What are your biggest frustrations in channel sales (through a partner)?
9
drtendo
Politicker
3
Enterprise Account Executive
Turns from value selling into commodity fulfilment from my (the tech provider's) perspective. Means I have no way of up/cross selling but you can sure expect it to be my fault when anything goes wrong
Tres
Politicker
2
Account Executive
Lack of communication between all parties (customer, partner, vendor)
dreirie
Fire Starter
0
Enterprise AE
Mine as well!ย
Salespreuner
Big Shot
0
Regional Sales Director
+1 for this
Rallier
Politicker
2
SDR Manager and Consultant
My biggest frustration is when the prospect agrees to do one thing, but then does something else. Incredibly frustrating
dreirie
Fire Starter
0
Enterprise AE
What do you mean? They promise different things to the partner/vendor AMs?
CoorsKing
WR Officer
2
Retired King of the Coors Knights
- Partners do not have good relationships with our customers
- Partners are not trained on our product
- Partners tend to have poor sales hygiene (slow follow up, poor communication, miss steps, etc)
- Partners do not always have legal paper with the prospect/customer
- Partners are not trained on our product
- Partners tend to have poor sales hygiene (slow follow up, poor communication, miss steps, etc)
- Partners do not always have legal paper with the prospect/customer
braintank
Politicker
1
Enterprise Account Executive
Why should I give you 5% for putting my quote on your paper?
Salespreuner
Big Shot
0
Regional Sales Director
Amen!
uncleiroh
Good Citizen
0
SAS Closing Sensei
Lack of qualification skills and communication! Just to get their partner reference metrics, they upload #deadopptys to SFDC ... wasting time discovering there was no real oppty, just a slow interest of the end customer.ย
StraightCashHomey
Politicker
0
Manager, Commercial Sales
Partners tend to be order takers rather than suggesting the best solutions for the end user.
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11 comments