Channel partners have an unusual sort of power in their hands. They go forth with other suppliers’ technology and offer it up to companies in a bid to see return. That means making sales is vital to overall success, not just for the channel partner, but for the suppliers, too. So how can a channel partner make a better year? It starts with some advance preparation, and just the right knowledge of product.
How Can a Channel Partner Improve Sales in 2018?
Use the sales toolkits. Providers often have toolkits geared toward helping partners present products and services. Stuffed with information, they are designed to help you better sell technologies.
Be open, not pestering. The importance of following up on potential sales is vital, but at the same time, there is a fine line between a sharp sales rep and a stalker. Keep in mind that calling routinely, but not often, will build trust.
Consider expanding your focus. Instead of doing all your business by phone, consider the use of social media contacts or similar online venues to allow contacts to reach out at any time, even after hours. It takes some work to do it right, but that kind of contact can mean happy customers who buy more.
What Will Your Customers Be Looking for in 2018?
The best sales techniques won’t help a poor product. That’s why Granite offers a wide range of communications technologies in play, including:
Mobility. Mobility services that can handle unified communications as well as proper security can serve as an excellent base for bring your own device (BYOD) programs. These programs can improve morale, business flexibility and even cost savings.
Disaster recovery solutions. When flood, fire, earthquake or worse hits, will your customers be out of action? Or will they be up and running? The answer to that question depends on their disaster recovery ability.
Data centers. Data by itself is meaningless. Data that produces patterns is priceless. Help your customers turn their data into valuable insight with the right data center technology.
What are My Next Steps?
Get in touch with us at eXemplify to learn more about opportunities selling Granite’s technologies, and how to make 2018 your record-breaking sales year yet.