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Partnering For Success

 

How to build and embed business focused relationships between you and your resellers

 

Welcome

This page has been created for you as you have an interest in developing partnerships 

Effective partnering involves different skills and processes to direct sales 

Explore these below

 

Stress or Success

 

So, you’re responsible for managing partner and other indirect sales, and you know just how challenging this can be; it’s NOT the same as selling direct. 

You’re under pressure to deliver results and grow sales. You’d like to achieve more sales, and preferably with less hassle.

 

Do any of these sound familiar…?

  • Too many of your partners are missing their numbers and/or not meeting expectations.

  • You have partners that start out excited but soon lose interest.

  • Some partners eat up your time and resource, but seem to produce nothing.

  • You have partners that drive you and the rest of the organisation crazy with last-minute crises, endless special requests, and new issues that keep cropping up.

  • You’re frustrated because you understand where your partners are coming from, but you sometimes feel not everyone internally is really on board, leaving you wondering how you’re going to achieve target.

  • To deliver more sales growth, you’re uncertain whether you should terminate some of your partners and find new ones, find new partners in new markets, a combination of these things, or indeed something else.

  • Or you just don't know how to set up a partner arrangement!

And how much does this sound like you want to be…?

  • Your partners sales are growing by double-digits.

  • Partner sales are the strategic growth engine for your business.

  • You’re more in control of your selling activity.

  • Your life is simpler and you’re putting in less effort for much better results.

  • You have less stress and are creating more time which can be invested in other high-value, high-return activities. 

  • You’re enjoying more recognition and reward because of the increased quantity and quality of sales which have been generated as a consequence of your proactive, business-focused management of distributor relationships.

…in short, you’re a hero!

Partnering Success Model

Course Overview

To provide the skills & know-how to build and embed business focused relationships between your company and your partners.

 

Make your company a better partner

Introduction to PQ (Partnering Intelligence)


Learn to 'think like a partner'


Mission clarity - why and how


Operational alignment - looking in and out


Business development - applied sales activity

 

Register Interest

Module details

All elements are designed to drive real life sales activity 

The Deal

 

Whats included

 

3 x Three hour LIVE Masterclasses

- Introduction to PQ and gaining Mission Clarity 
- Building Operational Alignment
- Defining a Business Development Plan

Session recordings

Partnering Skills (PQ) Self Audit 

Extended trial with AI Sales Coach (Rocky.AI)

Copy of Selling Through Partnering Skills

Donation made to B1G1 on your behalf

PLUS Access to Collaborative Selling Blueprint digital sales training (worth £150)

 

Special offer price

 

 £750 +VAT per company

 

(Up to 3 people per company can attend)  

Maximum 10 companies

Time and dates

 

To Be Confirmed

Register Interest

 

What you get 

 

You will leave with

  • Understanding of your PQ
  • Strategic plan to partner (BOSTEM)
  • Partnering readiness plan
    • Product audit
    • People communication
    • Process map/partner journey
    • Package prep (the whole offer)
    • Promise ideation (charter)
  • Understanding of value and transfer activities
  • Value proposition
  • Business development strategy
  • Partner recruitment pack
  • Business/Marketing plan
  • Onboarding plan
  • Management framework

 

Tools used 

  • PQ Self Audit
  • Partner Readiness Pillars
  • Partnership Canvas
  • Teeter Totter Model
  • Partner Value Proposition Wireframe
  • 5 Step Recruitment Strategy
  • IPP (Ideal Partner Profile)
  • Balanced Onboarding Model
  • EXTRA Motivation Model
Register Interest

Use Partnering Skills (PQ) to develop a collaborative mindset

Ability to trust. Do you give people your trust, or do they have to earn it? 

Comfort with change. Are you comfortable changing not just the status quo, but your own status quo?

Comfort with interdependence. Can you allow your partners to accomplish their assigned activities, even if they don’t do it the way you would?

Self-disclosure and feedback. Can you easily disclose and articulate your needs, as well as express your appreciation or disappointment?

Win-win orientation. Do you employ a problem-solving approach that creates wins all concerned?

Future orientation. Do you look to the future rather than the past in evaluating your business relationships?

Designed by professionals for professionals

Over the last 22 years Brindis Founder Fred Copestake has traveled round the world 14 times visiting 36 countries and working with over 10,000 salespeople

He has taken some of the things that really make a difference in modern selling and put these in my book 'Selling Through Partnering Skills’.

These ideas form the basis of work with sales professionals involved in complex B2B sales to develop their approach and ensure it is up to date and has maximum impact.

He believes that people can get better through learning and sharing, and that with better collaboration we can really make a difference

‘Selling Through Partnering Skills’ looks at the evolving world of sales and sets out what people need to do to refine their approach.

It explores how they can take it to the next level through understanding partnering intelligence (PQ) and using the innovative VALUE Framework. Classic, Consultative, Value Based and Enterprise selling are all considered using existing and more modern thinking, together with advice on practical application of the most relevant techniques.

Put simply, it helps individuals and businesses improve how they sell in the modern sales environment so they will achieve better results.

Brindis is a specialist sales performance consultancy run by consultants for clients.

By having direct interaction with stakeholders we are better able to deliver required outcomes more effectively.

We are all about ‘performance enhancement’ for the people we work with and all over the world Brindis has worked with clients to improve the results of both individuals and teams.

The premise is simple, ‘if you always do what you’ve always done, you always get what you’ve always got’.

By identifying the things to change to achieve maximum impact Brindis can help deliver the outcomes desired by sales people, managers and the organisation in general.

We support B1G1 giving projects

For every participant we will make a donation do that a less privileged person can also learn 

Imagine if you could change lives every day just by doing what you do…