Selling Through Different Channels in B2B Markets

Previous Title: B2B Value-Based Selling Through Channels; Selling and Channel Management for B2B Product Plus/Value Strategies

    

Who is it for?

Sales, marketing, channel and business development managers who want to further develop selling through channels.

What business issues will we address?

Companies typically turn to (value-adding) channels when geographic, resource or product constraints lead to a gap between what the customer needs and what the business can supply. Identifying and developing the right channels and managing how your product fits these can expand both the reach and the profitability of your sales efforts.

What will I be able to do after participating?

You will be better able to:

• Identify where you need to close the gap between what you offer and what the customer really needs
• Clarify your product/service value to the channel partner and to the end customer
• Profitably recruit, develop and support channel partners
• Reduce channel conflicts
• Negotiate the best deal for your company while keeping the channel motivated