Top 10 Activities of Highly Successful Channel Partners
Posted on: August 7, 2018 By: admin
CNSG President and CEO, Matt Harty, shares what he believes are the 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.
2. They Communicate with Channel Managers
Communication is key. Channel partners who keep close contact with their Channel Managers know how to leverage the assistance a channel manager can provide. Communication will keep you, as the partner, up-to-date with promos/spiffs, product/training events and webinars, as well as any changes in the industry.
3. They Take Notes
Taking notes during appointments is always a good idea. It demonstrates to the customer that you value what they have to say, and not to mention, it is a phenomenal and documented source of information that you can refer back to later. Successful partners know that they are in the business of solving problems. The information collected from thorough and deliberate note-taking helps partners be successful and find the right solutions for their customers.
4. They Take Advantage of Available Resources
Many sales partners are still unaware of all of the valuable resources available to them after they sign with CNSG as their Master Agent. Successful partners know how to leverage the partner-enablement materials at their disposal, such as cobranded marketing materials, email blasts, as well as product training events and/or webinar updates.
5. They Stay Organized
Organization goes along with note-taking as a must for success in the Channel. Multi-tasking is a fact of life these days, and the Channel is no exception. As a channel partner, it is critical to be organized in order to stay on top of all of your appointments, emails, events, and more. For example, consider reorganizing your email inbox for better visibility. This will hopefully prevent you from missing an important call or email. Another great example would be when requesting a quote: providing the business name, location, products/services needed, (and if possible the incumbent provider) will ensure that the channel manager has all the information needed to get started. Making organization a core competency will make your day easier and help you be more efficient in your sales.
6. They’re Active
Successful partners know how to seek out multiple deals at once and balance their time between them. Sales is often a numbers-game. High activity is bound to lead to increased sales. The ability to multi-task and work numerous deals at once allows partners to grow their business and commissions rapidly.
7. They Follow-up with Customers
Following-up with customers is such a simple courtesy that many partners forget when in a rush. Always follow up with your customer. Not only does it show you care, it will build upon and strengthen your client relationship. Successful partners go the extra mile and follow up with their customers to ensure they are completely satisfied.
8. They Stay Positive
Sales can be a tough but rewarding business, and partners know that they can’t always win (although they’d like to). Positivity makes partners more resilient. Resilience mitigates potential burn out. Successful partners try to be positive and resilient, which helps them persevere and work through their challenges.
9. They Share Success Stories with Customers
Customers like hearing that you’ve been successful with other clients. As a professional solutions provider, sharing success stories of your previous work speaks volumes to your ability to provide value to your customer.
10. They Constantly Look to Improve
Partners know they aren’t perfect (though some are pretty darn close). Successful partners often are the ones who actively look for ways to improve themselves, whether it’s expanding their product knowledge, changing their approach towards customers, or receiving feedback from their customers or channel managers. Incorporating feedback in a healthy and productive way helps partners grow both professionally as well as personally.