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Published on May 20, 2016
PRM, Sales Enablement & Channel Marketing Leader, Mindmatrix brings Laz Gonzalez, Director, Channel Management Strategies-SiriusDecisions, on board to talk about what you need to do to fully enable your channel partners so they sell more for you.
While channel marketing platforms do a decent job offering marketing support to channel partners, investing solely in a channel marketing tool won't cut it. What channel partners really want is a tool that will help them walk the last mile confidently to close their leads--solid support with tools that help them sell.
For the channel sales model to work, companies need to support their channel partners throughout the entire buyer's journey. Channel partners want guided sales processes, tools that take the guesswork out of what to say, when to say it and how to say it--during every step of the sales process. And, they also want the ability to reach out to leads at the local level, personalizing the offering as one of their own.
This is what it comes down to: Channel Sales Enablement makes it easier for channel partners to sell.