What’s Your Growth Initiative?
Initiatives
Indirect Selling
One of the most scalable ways to accelerate revenue growth is through resellers or distributors. But how do you maximize the performance of those indirect channel partners? DSG can help you enable channel partners to deliver the right sales messages and equip your channel managers to effectively develop partners through video-based channel playbooks, custom channel training, and continuous learning.
Big Idea
Maximizing the sales performance of resellers and distributors
Channel Performance Objectives
Consistent messaging to and through the channel
Scalable partner onboarding
Proactive channel management & coaching
Customer outcomes focus adopted by indirect sellers
Is this Your Change Vision for Channel Managers?
From
To
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Tactical engagement
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Strategic advisor to the partner
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Motivating through discounts
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Value and insight-based enablement
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Reactive technical support for sales cycles
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Proactive coaching and development
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All partners are equal
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Investment in prioritized partners
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Inconsistent channel coaching
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Repeatable channel management system
Driving Indirect Selling Through Video Sales Playbooks
Sales Messaging
Playbook
Our Messaging or Integrated Story
Channel Management
Playbook
Proactive Partner Planning
& Coaching
Co-Selling Process
Playbook
Navigating Sales Cycles with Partners
Onboarding
Playbook
Accelerated Time to Performance
DSG Solution
Sales & Marketing Alignment
Playbook Development
High Impact
Training
Continuous
Learning
Recommended Resources
Creating Focus Through Sales Plays
Selling Integrated Solutions