Certificate in Channel Sales
The Channel Sales Certification from our partner, the Channel Institute, a prominent European institution in training and certification, is dedicated to promoting and strengthening the profession of Channel Management and Marketing on a global level. It represents the first and most important course in channel sales. This program will provide you with the essential foundations, structures, best practices, and tools needed to develop effective channel sales strategies with your business partners (Partners/Resellers)
Upon completing this certification, you will gain the knowledge and confidence necessary to manage sales through your distribution channel, giving you a valuable accreditation to present to your current or future employer, demonstrating your level of expertise in leading successful sales projects within your distribution ecosystem.
The channel sales certification will give you a solid foundation in the essential concepts needed to drive successful performance through your portfolio of Partners. It will deepen your understanding of the crucial fundamentals of strategic channel sales, understanding the importance of helping Partners define their own market niche and learning how to effectively motivate and reward them.
It is important to note that this certification has the approval of the “Industry Advisory Council,” an expert council composed of leading global technology companies such as Oracle, Cisco, HP, Microsoft, SAP, IBM, HubSpot, and other industry leaders.
Who is this course for?
For channel sales professionals.
Course structure
Video lectures, white papers, Ebooks, powerpoint presentation.
Approximately 20 hours.
Upon completing / passing this course, you will obtain the certificate: “Official Certificate of Competence from The Channel Institute”
Modules
It's not about a predefined approach. We know that every business and client is unique. We will work with you to explore, investigate, and understand your business.
How do different channel business models affect motivation? What different incentive and compensation plans could you use? What non-financial incentives?
How can you create a joint value proposition that customers find compelling? What best practice tools can you use for this?
How can you create a joint business plan with your channel based on best practices? How does joint marketing planning fit in? How can both parties be accountable for the outcomes?
What is the process for joint solution selling? How can you assist channels in differentiating themselves by expanding the functionality and suitability of your solutions?
What tactics can you use for joint prospecting? What is working for your competitors? How can you assist partners with digital lead generation?
Tips and tools for partner sales funnel qualification according to best practices. Understanding joint opportunity management, lead management, and deal registration.
Discover the importance of helping your channels find their own niche in a crowded market. Learn about tools to assist your channels in creating an effective market position.
What are the best practices for assessing the performance of your channels in the previous period? How should you plan for the next period and how can you help your channels develop new capabilities?
Master the basics of relationship management and conflict mitigation in the channel. Learn how to build channel loyalty and establish strong relationships with them.
