Last updated on March 15th, 2016 at 04:57 pm
In the B2B world, the key is selling through your channel partners—not to them. In this video, Jason Forrest, Chief Sales Officer for Forrest Performance Group, explains how this shift in thinking revolutionizes our approach and brings increased sales. He coaches business leaders to consider what we would say directly to the customer. Then we must prepare channel partners for this dialogue, sharing the top three concerns customers have about the product and the best way to address those concerns.
Jason advises companies to provide training for their business / channel sales partners. Sales training may include role play and monthly training sessions with tips and techniques. Your job is to teach each sales partner your selling message, your unique niche, and how you maximize value against your top competitors.
When our sales partners win, we win. Jason’s approach teaches us how to make them part of our team—setting everyone up for a B2B win.