You may have built up a fabulous list of corporate partners and resellers on your website and keeping busy building relationships with your main contacts in each one, but sales revenues are simply not meeting your expectations. Why?
Relationships with corporate partners need to be built at multiple levels, depending on the size and complexity of your partner company. You may determine the strategic fit and commercial terms working with Senior Management, but how effective the partner/reseller is will be determined how well your product fits with the sales people on the ground. If a sales person finds it easy to sell your product and meet their quotas then things will fly.
To have an effective corporate partnership, you need to build relationships with the sales people. You know best how to determine the need for your products and how to sell them, coach their sales team. Don’t have sales people waste their time with prospects where the need is not clear. Educate the sales people on how to qualify a client for your products, identifying the key symptoms and then to they associated key benefits that enable the sale.
If you could ask five questions of all your prospective clients in the market place, five questions that allowed you to identify those with the greatest need for your products, what would those five questions be for your company?
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