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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

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Consistent messaging to and through the channel

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Scalable partner onboarding

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Proactive channel management & coaching

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Customer outcomes focus adopted by indirect sellers

Is this Your Change Vision for Channel Managers?

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From
To
  • Tactical engagement

  • Strategic advisor to the partner

  • Motivating through discounts

  • Value and insight-based enablement

  • Reactive technical support for sales cycles

  • Proactive coaching and development

  • All partners are equal

  • Investment in prioritized partners

  • Inconsistent channel coaching

  • Repeatable channel management system

Driving Indirect Selling Through Video Sales Playbooks

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Sales Messaging

Playbook

Our Messaging or Integrated Story

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Channel Management

Playbook

Proactive Partner Planning
& Coaching

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Co-Selling Process

Playbook

Navigating Sales Cycles with Partners

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Onboarding

Playbook

Accelerated Time to Performance

DSG Solution

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Sales & Marketing Alignment

Playbook Development

High Impact
Training

Continuous

Learning

Recommended Resources

Creating Focus Through Sales Plays

Selling Integrated Solutions