The Prospecting Challenge

Whether by phone, at a conference, in an elevator, or by email, sales people have precious few minutes to connect with and build credibility with a new prospect. Often – a thoughtfully worded question or observation is the difference between getting a meeting and joining the pile of discarded business cards. This means sales teams must understand the market dynamics surrounding technology solutions as well as understand how those dynamics impact a customers business and the unique challenges they face. Today’s sales people must be problem solvers for their clients – so the knowledge of how to solve those problems is paramount.

While much time is spent in training sessions and taking online sales and technical certification, not enough time is spent distilling knowledge and tactics into a summarized useful format, which sales people can use while on the phone or in prepping for sales calls.

What are Partner Prospecting Guides?

A Channel Maven Consulting Partner Prospecting Guide is a 4 to 6 page kit that provides everything a sales person needs to effectively prospect and prep for sales calls. Each guide is customized by topics such as cloud based backup or desktop virtualization and includes:

• Market Overview
• Technology Overview
• Customer Needs and Challenges
• Qualifying/Scoping Questions
• Solution Description
• Tele-Prospecting Script
• Prospecting Email Template

Channel Maven Consulting works directly with the solution provider to create and customize the guide to your partners messaging and strengths and/or targeted sales campaigns where appropriate. Partner Prospecting Guides can be used by existing sales people who need to become familiar with a new solution area or by new sales people coming up to speed and prospecting a new territory.