Channel Sales – Indirect Sales
Channel sales is responsible for sell-in, and channel marketing is responsible for sell-through. As such, it is critical that the channel sales team understands the channel of distribution and reseller types. It is also important that the channel sales team works with channel marketing to get the sell sheets, product slicks and reseller kits. When working with non-retail, they also need to ensure that there is a competitive reseller partner program.
Click on the menu links to find a list of distributors, resellers and firms that can help you with your sales effort.
Channel Sales Topics (click a link to start)
Field Rep Training
As the famous sales trainer, Zig Ziglar says, “I’ve heard of mothers giving birth to young baby boys, and to young baby girls, but never have I heard of a mother giving birth to a salesman. Somewhere between birth and death, a salesman is made.”
Sales is a skill that most anyone can learn. The true professional learns the steps of the sale and becomes adept at prospecting, the approach, the presentation, overcoming objections, visualization, and the close.
There are two sides to sales, the soft skills and the hard skills. I consider motivation, a pleasing personality, developing relationships and understanding people the soft skills. The following books help you learn these soft skills:
- How to Win Friends and Influence People
- Spin Selling
- 7 Habits of Highly Effective People
- The Greatest Salesman in the World
- The Game of Work
Hard skills include the approach, closing, overcoming objections, and closing. The following books help you learn the hard skills:
- Secrets of Closing the Sale
- How to Master the Art of Sales
- The Lacy Techniques
- How to Sell Anything to Anyone
- How I Raised Myself from Failure to Success in Selling
Having read all of these books, and MANY more, plus having gone through multiple sales seminars with Zig Ziglar, Tom Hopkins, Bryan Tracy, and having trained hundreds of sales people, I have written several internal books on sales. One book, which I have simplified for this site, was written originally for high-tech field sales reps. Click on Rep Field Sales Training for this 85+ page on-line channel sales training manual.
Visit www.imakenews.com/salesrecruits/ to view the latest software and technology industry newsletter–specifically tailored to the sales professional.