Infographic: What the Best IT Resellers Do Differently

Solution selling is the same for field sales and channel sales, right? Nope!

Solution selling with channel partners requires a distinctly different approach that demonstrates to customers the unique combined value that both of your companies are bringing to their challenge. It also requires that both you and your partner are 100% on the same page about the customers need and your joint differentiators - including how the partner will extend and differentiate your solution.

The Joint Solution Selling Canvas that you will access below is one of the tools that we provide on our Certificate in Channel Sales training course. It is designed to help channel sales professionals move beyond basic channel partner management and help you to achieve a much higher level of performance with your channel partners.

Both the Certificate in Channel Sales and the Certificate in Channel Management include modules on joint business planning with partners. This includes channel partner business planning templates, tools and guidance that you can use to raise your performance with the channel partners that you manage.

The Channel Institute is the only training body in the world that provides business training specifically for the channel profession through a syllabus validated by a vendor-independent Industry Advisory Council. Our Industry Advisory Council is comprised of the most senior leadership in the channel profession at many of the world's largest employers. These channel thought leaders ensure that our channel management, sales and channel marketing course content meets the highest global standards.

To access all of our best practices, research and channel partner business plan templates please visit our certificate courses:

Click Here for Courses.