Certificate in Channel Sales
The Channel Institute has certified thousands of channel sales professionals worldwide and the Certificate in Channel Sales is our primary channel sales training course. It will provide you with a strong foundation in the core concepts, frameworks, best practices and tools for strategic channel sales with your channel partners. This Certificate will also instill confidence in both current and future employers that you have the channel sales knowledge they need to drive successful performance through a portfolio of channel partners.
As with all of our training courses, the Certificate in Channel Sales has been reviewed and approved by our Industry Advisory Council. You can review the full 10-modules syllabus at the bottom of this page.
Money back guarantee: We provide a 30-day money back guarantee as long as you have not proceeded beyond module 5 of the course. Click here to learn more.
Certificate in Channel Sales - Modules
1
Module 1
Foundations
This is not a templated approach. We know every single buisness and client is unique. We’ll work with you to explore, research and understand your business.
2
Module 2
Motivating Partners
How do different partner business models impact on motivation? What different incentive and compensation plans might you use? What non-financial incentives?
3
Module 3
Value Proposition
How can you create a joint value proposition that customers find compelling? What best practice tools can you use for this?
4
Module 4
Joint Business Plans
How can you create a joint business plan with your partner based on best practices? How does joint marketing planning fit in? How can both parties be held accountable for results?
5
Module 5
Joint Solution Selling
What does a joint solution selling process look like? How can you help partners differentiate themselves by extending your solutions' functionality and fit?
6
Module 6
Joint Prospecting
What tactics can you use for joint prospecting? What is working for your competitors? How can you help partners with digital lead generation?
7
Module 7
Pipeline Qualification
Tips and tools for best practice qualification of partners sales pipelines. Understanding joint opportunity management, lead management and deal registration.
8
Module 8
Market Positioning
Discover the importance of helping your partners carve out their own niche in a crowded marketplace. Learn about tools to help your partners create an effective market position.
9
Module 9
Partner Performance
What are best practices in evaluating your partners performance for the previous period? How should you plan for the following period and how can you help partners build new capabilities?
10
Module 10
Relationships
Master the basics of relationship management and mitigating channel conflict. Learn how to build partner loyalty and strong partner relationships.
When it comes to channel business training, you want to be sure that you're investing your time and money in a program that delivers results. That's why we offer a 100% money back guarantee if you are not fully satisfied. The Channel Institute is dedicated to providing you with the highest quality online channel training that inspires confidence and delivers real-world results.
Who is this course for?
- Channel sales professionals.
- View a sample of our alumni here.
Course Structure
- Content: 10 modules (see below), Video lectures, Ebooks, powerpoint presentation, video case studies.
- Duration: Approximately 20 hours with six months to complete.
- Certificate Assessment: Online exam.
Course fee: USD$2,300.
- If your company's budget per course is lower than this please talk to us (or see below): info@channelinstitute.com
- Money back guarantee: We provide a 30-day money back guarantee as long as you have not proceeded beyond module 5 of the course. If you are not satisfied for any reason we will provide a full refund.
“The Channel Institute is a compelling approach to developing the channel profession worldwide. I am delighted to lend my knowledge to help the Institute build channel best practices to progress our profession.”
Thomas Jensen, VP, Head of Worldwide Partner Sales
- HP
“The Channel Institute is driving the development of best practices in technology channel marketing worldwide. This is particularly important for technology resellers that are competing in crowded markets.”
Iliyana Stareva, Head of Global Partner Program.
- Hubspot
