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Services |
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Empower the Sales Channel
Companies often mistake product training for sales enablement. In fact,
understanding the company’s product features is a small part of the
education that a rep needs. While the top reps and channel partners
will pursue that education on their own, companies must provide it for
the rest.
To make the numbers, quarter after quarter, companies are
looking to:
- Gain sales buy-in to new sales and marketing initiatives
- Enable reps and partners to articulate value to decision-makers
- Evolve sales channel capabilities in sync with go-to-market strategy
- Eliminate channel conflict and foster collaboration with key partners
- Proliferate sales best practices and win/loss lessons.
How we help:
- Gather sales input on campaigns, sales strategies, market initiatives, and sales tools
- Develop targeted messaging and value proposition development
- Create the qualitative and quantitative business case for your products
- Educate direct sales and channel partners about solutions or markets
- Develop sales skills for communication, negotiation, and building rapport and trust
- Write collateral and presentations for internal and external use
Results
- Created sales tools and training for a target industry that helped close $1.3M deal in first quarter of use
- Signed up over 100 channel partners to use new partner resource
website we'd helped develop. Previously, partners had no single
point of contact for product and sales information.
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Read
Shirman
Group—CA White Paper:
Harvesting the Revenue Opportunity in New and Complex Markets: CA in Telecommunications
Get a
Sales or Channel
Enablement
Check-Up
"The Shirman Group developed
the most comprehensive, easy-to-use
sales resource I’ve ever received from a marketing group."
—
Kristine Chamberlain,
Sales Director,
Application Performance Management Business
Unit, CA
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Contact Us • 1-650-740-5065 •
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