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Capability Library


Channel sales and partnership management

Channel sales and partnership management

Related Terms:

Channel sales and partnership management refers to the process of selling the business’s products or services through partnerships with other businesses or through indirect channels, such as distributors or resellers. It involves identifying potential partners, developing a partnership strategy, and managing the relationships with these partners.

Beginner competence definition

Beginner-level professionals understand the basics of channel sales and partnership management, and can effectively communicate with potential partners and deliver a basic sales presentation. They are also able to demonstrate an understanding of the importance of building relationships with partners.

Intermediate competence definition

Intermediate-level professionals are able to develop and implement a channel sales and partnership management strategy that aligns with the business’s overall goals. They can use data to optimize their sales approach and track their success. They can also use advanced communication and persuasion techniques to build relationships with partners and close deals effectively.

Advanced competence definition

Advanced professionals can lead the development of a comprehensive channel sales and partnership management program for the entire sales team. They can anticipate potential objections and address them proactively, and are able to coach and mentor other members of the sales team in effective partnership management techniques.


Online and digital selling


International sales and localization

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