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B2B Success: Unleashing Your Sales Partners

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.

 

 

B2BNN: Unleashing Your Channel Partners from Forrest Performance Group on Vimeo.

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Jason Forrest
Jason Forrest
Jason Forrest is a sales trainer; management coach and member of the National Speakers Association’s Million Dollar Speakers Group and Entrepreneur’s Organization. He is also an award-winning author of six books, including Leadership Sales Coaching. One of Training magazine's Top Young Trainers of 2012, Jason is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning to increase sales, implement cultural accountability, and transform companies into sales organizations. He’s won Stevie Awards for Sales Training Leader (2013) and for Sales Coaching Training Program of the Year (2014). Find him via his website Forrest Performance Group.