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Watch the video here: http://bit.ly/1gyUSgZ Have you ever seen the TV show Gold Rush? It’s a reality television series (now in the fourth season) that airs on the Discovery Channel. The show focuses on the mining of gold deposits found in Alaska and the Klondike by various teams of miners. Just like the TV show, we want to help you find gold deposits with your channel partners. Join us for 29 minutes as Rich Blakeman (Managing director, Channel Enablers - Division of Miller Heiman) and Darryl Praill (Host, OnPath), discuss how to mine for gold and strike it rich with channel partners. You’ll learn: 1. Why selling through partners is not the same as selling to customers 2. How to treat partners differently so that you attract more gold 3. When to influence partner behavior to increase their investment 4. What competencies are required to be a channel sales manager 5. How world-class channel sales managers are different from the rest Watch the video here: http://bit.ly/1gyUSgZ
Citation preview
Darryl Praill Rich BlakemanDarryl PraillHost
OnPath BusinessSolutions
Rich BlakemanManaging Director
Channel Enablers (Miller Heiman)
Twitter@ohpinion8ted
Twitter@channelenablers
Introductions and LogisticsIntroductions and Logistics
Twitter Comments: #goldrushselling
Today’s AgendaToday s Agenda
IntroductionsIntroductions
1. How is channel selling different from direct selling?2 How do you find and qualify good channel partners?2. How do you find and qualify good channel partners?3. How can you influence partner behavior to increase their investment?4. How do you hold a channel partner accountable for results?5. How are world-class channel managers different from the rest?
Q&A
Twitter Comments: #goldrushselling
Q&A
Darryl Praill, OnPathDarryl Praill, OnPath
Darryl PraillHost / OnPath Business Solutions
Twitter: @ohpinion8ted Email: [email protected]: [email protected]: www.onpath.com
Rich Blakeman, Channel EnablersRich Blakeman, Channel Enablers
Rich BlakemanManaging Director / Channel Enablers
Twitter: @channelenablers Email: [email protected]: www.channelenablers.com
Poll QuestionPoll Question
Which of these statements is more fl ti freflective of your
organization at present?o ga at o at p ese t
Twitter Comments: #goldrushselling
Gold Rush SellingGold Rush Selling
#1. How is channel selling gdifferent from direct selling?
Twitter Comments: #goldrushselling
Gold Rush SellingGold Rush Selling
#2. How do you find and qualify y q ygood channel partners?
Twitter Comments: #goldrushselling
Gold Rush SellingGold Rush Selling
#3. How can you influence partner behavior to increase their
investment?investment?
Twitter Comments: #goldrushselling
Gold Rush SellingGold Rush Selling
#4. How do you hold a channel#4. How do you hold a channel partner accountable for results?
Twitter Comments: #goldrushselling
Gold Rush SellingGold Rush Selling
#5. How are world-class channel#5. How are world class channel managers different from the rest?
Twitter Comments: #goldrushselling
Gold Rush SellingGold Rush Selling
2013 Global Ch l S lChannel Sales
Research Studyy
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Recorded VersionRecorded Version
Get the recorded version next week:www.onpath.com/webinarlibraryp y
Next EventNext EventNovember 13, 2013
Poll QuestionPoll Question
Which of the following trends are t lik l t ff t 2014most likely to affect your 2014
channel strategy?gy
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Questions / Comments?Questions / Comments?Control Panel
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Contact Information www onpath comContact Information www.onpath.com
Darryl PraillOnPath Business SolutionsTwitter: @ohpinion8tedEmail: [email protected]: www.onpath.com
Rich BlakemanChannel Enablers (Miller Heiman)Channel Enablers (Miller Heiman)Twitter: @channelenablersEmail: [email protected]: www channelenablers com
Twitter Comments: #goldrushselling
Website: www.channelenablers.com
