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Best Practice Using Channel Key Performance Indicators to Grow Channel Sales

One might think that “Relationship Builders” would have the best sales success records. In fact, they were the least successful. Instead, the “Challenger” group dominated in today’s complex B2B selling environment. Challengers influenced the sales process in three ways:

  • They brought new financial insights to the customer using an educational approach
  • They tailored their insights to the customer’s immediate business problems
  • They controlled all aspects of the sale from beginning to end

Download this white paper now to learn about Using Channel Key Performance Indicators to Grow Channel Sales.


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