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by Rich Blakeman
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In my last post, I shared some strategies for how to sell sales training to the CFO. This week, let's tackle an even tougher challenge: justifying training for channel managers.
by Rich Blakeman
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Marketers and salespeople alike understand that a value proposition isn't just about the features and benefits of a particular product or service. The value proposition also includes all of the sundry elements that wrap around your product and create the total value picture for your end customer. Of course, when you sell through an indirect channel, that includes channel partners.