Channel Partner Selling - Webinar

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Watch the video here: http://bit.ly/1gyUSgZ

Have you ever seen the TV show Gold Rush? It’s a reality television series (now in the fourth season) that airs on the Discovery Channel. The show focuses on the mining of gold deposits found in Alaska and the Klondike by various teams of miners. Just like the TV show, we want to help you find gold deposits with your channel partners.

Join us for 29 minutes as Rich Blakeman (Managing director, Channel Enablers - Division of Miller Heiman) and Darryl Praill (Host, OnPath), discuss how to mine for gold and strike it rich with channel partners. You’ll learn:

1. Why selling through partners is not the same as selling to customers
2. How to treat partners differently so that you attract more gold
3. When to influence partner behavior to increase their investment
4. What competencies are required to be a channel sales manager
5. How world-class channel sales managers are different from the rest

Watch the video here: http://bit.ly/1gyUSgZ

Published in: Education, Technology
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Channel Partner Selling - Webinar

  1. 1. Darryl Praill Rich Blakeman Host Managing Director OnPath Business Solutions Channel Enablers (Miller Heiman) Twitter @ohpinion8ted Twitter @channelenablers
  2. 2. Introductions and Logistics Twitter Comments: #goldrushselling
  3. 3. Today s Today’s Agenda Introductions 1. How is channel selling different from direct selling? 2. 2 How do you find and qualify good channel partners? 3. How can you influence partner behavior to increase their investment? 4. How do you hold a channel partner accountable for results? 5. How are world-class channel managers different from the rest? Q&A Twitter Comments: #goldrushselling
  4. 4. Darryl Praill, OnPath Darryl Praill Host / OnPath Business Solutions Twitter: @ohpinion8ted Email: darryl.praill@onpath.com Website: www.onpath.com
  5. 5. Rich Blakeman, Channel Enablers Rich Blakeman Managing Director / Channel Enablers Twitter: @channelenablers Email: rblakeman@channelenablers.com Website: www.channelenablers.com
  6. 6. Poll Question Which of these statements is more reflective of your fl ti f o ga at o organization at present? p ese t Twitter Comments: #goldrushselling
  7. 7. Gold Rush Selling #1. How is channel selling g different from direct selling? Twitter Comments: #goldrushselling
  8. 8. Gold Rush Selling #2. How do you find and q y qualify y good channel partners? Twitter Comments: #goldrushselling
  9. 9. Gold Rush Selling #3. How can you influence partner behavior to increase their investment? Twitter Comments: #goldrushselling
  10. 10. Gold Rush Selling #4. How do you hold a channel partner accountable for results? Twitter Comments: #goldrushselling
  11. 11. Gold Rush Selling #5. How are world class channel world-class managers different from the rest? Twitter Comments: #goldrushselling
  12. 12. Gold Rush Selling 2013 Global Channel Sales Ch lS l Research Study y Twitter Comments: #goldrushselling
  13. 13. Recorded Version Get the recorded version next week: p y www.onpath.com/webinarlibrary Next Event November 13, 2013
  14. 14. Poll Question Which of the following trends are most lik l to affect your 2014 t likely t ff t channel strategy? gy Twitter Comments: #goldrushselling
  15. 15. Questions / Comments? Control Panel Twitter Comments: #goldrushselling
  16. 16. Contact Information www.onpath.com www onpath com Darryl Praill OnPath Business Solutions Twitter: @ohpinion8ted Email: darryl.praill@onpath.com Website: www.onpath.com Rich Blakeman Channel Enablers (Miller Heiman) Twitter: @channelenablers Email: rblakeman@channelenablers.com Website: www channelenablers com www.channelenablers.com Twitter Comments: #goldrushselling

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