Channel Marketer’s Guide to Impactful Co-selling

Free eBook on how to maximize ROI with your MDF spend through impactful co-selling

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The Ultimate Guide for all Channel Marketers!

You do everything you can do to show a strong business impact with your channel marketing and MDF spend, but is it working? This eBook will give you clear, illustrative steps to take to ensure your MDF not only shows a strong return on investment but also leads to real business impact by your channel partners. The key is to stop selling and start connecting, and the right sales enablement programs and content will help your partners do just that. With this eBook as your guide, you’ll learn simple tactics to move your channel marketing approaches from ho hum to magical!

Sneak Preview: 5 Key Tactics to Start the Sales Process

All of your partner sales people have processes they follow and believe in. But even the most experienced sales reps could use some new tools of the trade. In this section, we outline 5 key tactics to starting the sales process. Together, these five tactics will fundamentally and positively change the result each salesperson achieves.

Tactic #1: A Compelling Opening Statement
The sales process always starts with the appointment, and the appointment starts with a compelling opening statement. 
Tactic #2: Getting Past Gatekeepers
Next in the process is understanding how to get past gatekeepers. 
Gatekeepers have been trained from day one to NOT let salespeople into their organization. 
Tactic #3: Getting Voicemails Returned
The other tactical piece of the sales process partner reps struggle with is getting voicemails returned. We often hear them say things like, “I don’t leave voicemails, because no one ever returns them.” To this I say: “That’s because you’re doing it wrong!” 

Tactic #4: Handling Common Objections
Next in the process is handling common objections. Although there are about a dozen common objections reps hear when calling prospects to set an appointment, the all encompassing objection is “I’m not interested”, because no matter what the specific objection is, it’s likely a form of “I’m not interested.”
Tactic #5: Asking for the Appointment
The final step in the process is asking for the appointment.  Often reps leave it entirely up to the prospect to set the date and time of the appointment. 