Top 10 Activities of Highly Successful Channel Partners

1. They Ask Questions. Successful channel partners ask their customers questions and ask them often. Even more important than just asking questions, though, is that they ask the right questions. The right questions are intended to figure out the ‘why’ of the opportunity rather than simply the ‘what.’ These are the questions that unearth the hidden reasons or motives behind the customer’s product/service needs. Asking the ‘why’ will lead to a better understanding of the customer’s pain points and often reveals new insights that would have gone unnoticed if the partner didn’t dig deeper.
Read more …