Think your channel partners are exclusively responsible for creating demand for your products? Think again. Demand generation responsibilities rest almost exclusively with your ability to empower your partners. After all, the purpose and goal of channel partners is to make money and profits from selling your products. And by providing your partners with the right tools, resources, and incentives, you’ll directly impact your organization’s success. To help boost sales—for both you and your channel partners—consider these prospecting tips and techniques. Providing partners with an established framework to operate within ensures that everyone is on the same page. Remember, your reps are often selling for other vendors. That’s why it’s important to gain the respect and trust of your channel partners. Channel collaboration isn’t rocket science. At the end of the day, it must be profitable for the partner to sell your products. And the ideal channel program is supported by a defined, coordinated program that drives sales.Brand marketing efforts should be a combined effort between you and your partners. Encourage your partners to position their own brand, while also offering marketing strategy and customized content. Empowering your partners with marketing messaging helps them align with your brand and present your product with a strong voice. A value proposition outlines the benefits of your products and services. And your value proposition will be different for every partner, every time. When selling through indirect channels, your partners have a role in creating value—and that value differs from partner to partner. Determine the value add and uncover your channel partner’s…
Read More: Prospecting Tips and Techniques from Channel Sales Pros