Prospecting Tips and Techniques From Channel Sales ProsBy Jen SpencerAllbound Head of Sales and Marketing

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Prospecting Tips and Techniques From Channel Sales Pros

Provide Branding, Marketing, and Promotional Support

• 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.

Prospecting Tips and Techniques From Channel Sales Pros

Create a Value Proposition for Channel Partners

• A value proposition outlines the benefits of your products and services.

• Your value proposition will be different for every partner, every time

• Propose to the partner what benefits they would receive from joining forces with you

Prospecting Tips and Techniques From Channel Sales Pros

Train Channel Partners on Your Sales Engagement Model

• Keeping your partners on the same page is critical

• Providing your channel partners with adequate support, communications training, and sales tools to embrace your defined engagement model can make or break your organization’s success

Prospecting Tips and Techniques From Channel Sales Pros

Provide Feedback to Increase Accountability

• Implementing defined processes to inspect and evaluate deliverables ensures that partners receive regular feedback on performance and quality

• An empowered partner that trusts your organization is not only self-motivated, but also driven to perform better.

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