Equip your partners to uncover opportunities and win business with your solutions
Your partners sell a range of products and services. Helping them recognise where your solutions fit, understand your differentiation and build a compelling customer proposal creates a preference for your products and gives them greater confidence to sell them.
Our partner sales workshops help vendors and distributors turn product knowledge into practical selling capability. We develop your partners’ skills in questioning, value positioning, persuasion and negotiation, using customer scenarios built around your solutions and the services partners deliver alongside them. The focus is on influencing customer buying decisions towards your solutions and improving the conversion of proposals into sales.
Training partner sales teams has become a major part of our work. We bring experience of how vendors, distributors and partners operate, and how their combined strengths can help customers achieve better business outcomes.
Program Outcomes
Depending on your priorities and the agreed scope, our workshops help your partners develop the skills to:
- Identify customer needs and opportunities where your solutions can deliver value.
- Ask questions that uncover business priorities, buying criteria and decision processes.
- Position your solutions alongside their own services in a compelling customer proposition.
- Build credibility with senior customer stakeholders and conduct business-level conversations.
- Apply persuasion techniques to build customer preference for your solutions and gain commitment.
- Structure persuasive proposals that demonstrate business value and improve conversion into sales.
- Handle objections and negotiate commercial agreements while protecting value and margin.
- Agree clear next steps that progress opportunities towards a sale.
Who should attend?
Customer-facing salespeople, account managers, sales specialists and presales professionals within your reseller, systems integrator or MSP partners.
The workshops are designed for partner teams selling a broader portfolio in which your solutions form part of the customer proposition. We tailor the content to their experience, customer base and role in the sales process.
Topics we can cover
- Opportunity identification and qualification – recognise customer situations that create demand for your solutions and focus effort on opportunities with a realistic prospect of success.
- Consultative questioning – uncover business needs, priorities and buying criteria to build a relevant recommendation.
- Value positioning and differentiation – combine the benefits of your solutions with the partner’s expertise and services to build customer preference for your offering over competing alternatives.
- Executive engagement – build credibility with senior customer stakeholders and connect recommendations with their commercial priorities.
- Persuasion and buying behaviour – understand how customers make decisions and apply the Principles of Persuasion to influence buying decisions towards your solutions.
- Presentations and visual storytelling – explain solutions clearly through conversations, presentations and whiteboard discussions that engage customers.
- Proposal structure and sales conversion – structure proposals around customer objectives, your differentiated solution and a clear business case to improve the rate at which proposals convert into sales.
- Objections and negotiation – respond to concerns about price, competition and risk, and negotiate terms that protect the value of the solution.
- Sales call planning and commitment – prepare purposeful customer meetings and secure agreed actions that move opportunities forward.
Designed around your partners and your business
We work with you to agree the sales outcomes you want to improve, then design the workshops around your solutions, target customers, partner capabilities and budget.
The examples, exercises and sales scenarios reflect your market, competitors and the role partners play in delivering customer outcomes. Participants practice positioning your solutions within their own customer proposition, differentiating them from alternatives and developing proposals designed to win business.
We agree the duration, group size and delivery approach with you.
Workshops can be delivered face-to-face or remotely through Microsoft Teams or Zoom, with presentation practice and individual feedback incorporated where appropriate.
Contact us today for more information!
