Keep Right Blog

The Most Important People You Need To Sell On Your Partner Business Proposition

Most of us want to deal with people who understand our business, and will go to bat for us should we need it.

Similarly, when selling to your partners, nothing is going to compensate for a business proposition - and the partner program - that lacks the support of your sales team, your first and most important “customer.” Resist rushing to market with “the flash” in favor of spending time with your salespeople to ensure they buy in first. How so, you ask?

1) Make Sales a part of the design process. Ideally, select the most vocal, cynical reps you can find. If they get the chance to participate in the solution, they will be your strongest advocates to the rest of the sales team.

2) Enlist Sales to test your business proposition and program with select partners. This could mean working with a third party to orchestrate focus groups with partners or conducting objective interviews. Either way, your strongest reps will view this as an opportunity to elevate their and the company’s value to their partners.

3) Let the training begin once your business proposition and program have passed muster with your primary sales constituents. And, the process of training Sales is a multi-faceted process, not a drive-by PowerPoint sent over email. Effective training uses various media (webinars, Podcasts, FAQ documents, etc.) and ensures that reps have had multiple opportunities to participate. Further, all materials should be readily catalogued and accessible on an ongoing basis.

4) Ensure that all operational processes and resources are in place to deliver against program elements. Better to execute a limited program flawlessly than a comprehensive program that falls flat because the back-end resources are not in place. Your sales folks can stand up for the company for only so long before their credibility is on the line.

While getting it right with Sales isn’t always easy, it’s critical to your successful partner business proposition. Is your sales team “on board”?


December 22, 2011  ·  

11 comments so far. (Post your own)

#2 | On April 08, 2017, katherine merry said:

That’s A GREAT and wonderful post shared with people. I am very happy to read this post and your discussing thing really easy and deeply. Stakeholders are one of the great business organization that is creditors, government, employees, suppliers, and union etc.

#3 | On June 22, 2017, Leon Sanderson said:

That’s really nice to know! I appreciate this couple for taking such an adventurous chance flying over the county in B-17. I like such adventurous efforts. I am expecting more from this couple. Keep updating more! And these type of platforms are quite essential for getting a help like many individuals are getting their academic assistance through online dissertation help company UK and as online technology is expanding it is playing a vital role for getting an assistance of individuals. So that i really like to visit here. Thanks for sharing it.

#4 | On July 14, 2017, Alyssa said:

Essay Help

#5 | On August 17, 2017, Jeanette Bridges said:

Good article on The Most Important People You Need To Sell On Your Partner Business Proposition. Value Proposition is Economics + Entitlements + Ease of Doing Business = Partner. Central to any channel program or strategy is a compelling Partner Value.Many personalities are receiving their educational assistance through UK Essay Help and as online technology is expanding it is playing an energetic role for receiving an assistance of persons. So that I really like to visit here. Thanks for sharing.

#6 | On September 18, 2017, Jonatha David said:

Our Service is Powered UK Essay by A Team of Dedicated Essay Writers. We take inconceivable pride in working with extremely qualified academic writers with unmatched imaginativeness, unequaled research capacities,

#7 | On September 19, 2017, Help with Essay said:

Awesome Article it its amazingly useful and imaginative keeps U.S. mean with new updates. it was to a great degree significant. much obliged, bounty. Help with Essay

#8 | On November 16, 2017, bohimia said:

Sparkocam Serial
Excellent and nice article. when user want to get important information then visit our site.

#9 | On November 16, 2017, Mental said:

Gta San Andreas Saved Games
This is very much a work in progress whenever I find out about one who is more beautiful than any of these I will add her and kick out number ten Thanks for sharing the informative post.

#10 | On November 16, 2017, love said:

Auslogics Boostspeed 8 License Key
Thanks your post it really so helpful…...

#11 | On December 06, 2017, Emma Granger said:

They dislike it but rather it is a sensible business thought for Online Essay Help a few organizations. Fundamentally you are stating you will assume control over their web end and take a half stake in their organization. For a web driven business, by doing this and they concentrate on the making part, you are making half of the riches.

#12 | On May 13, 2019, oneworldrentalau said:

One World Rental have workplaces orchestrated in general domains to valuable send customers’ occasion headway things including all tablet rental and wifi use services.Our explicit occasion staff will touch base at the occasion zone.

Add Your Comments:

Name: (required)

Email: (required: will not be published)


Remember my personal information

Notify me of follow-up comments?

Submit the word you see below: