Selling Through Resellers

Companies are looking increasingly to use third party resellers to sell products that in the past were typically sold directly. They are hoping to use these resellers as a quick and economic way to break into new markets or customer segments, tap into established customer networks, increase revenue and broaden market share. However, to see these benefits, companies must address the unique challenges that come with a reseller sales force.

The reseller Sales Professionals are already busy and overwhelmed and now face a learning curve on new product features, new value propositions, and new markets. If the information provided is not targeted to their needs, either by being too detailed or not tangible enough to be actionable, problems can emerge. Resellers will focus on “what they know” rather than selling your products. If they are also selling competitor products, this can be especially damaging. Ultimately, a company’s brand is at stake if resellers are failing to properly represent and position their products.

Companies need to ensure that the resellers are motivated to sell their products by helping them tackle the learning curve on their products. This requires them to provide reseller Sales Professionals with relevant intelligence and actionable insight, helping them quickly identify the right opportunities and close sales quickly. One of the best ways to do this is to engineer Deal Scenarios that target sales opportunities based on past successes. With a Sales Performance Asset built on Deal Scenarios, reseller Sales Professionals can rapidly learn to profile best opportunities, winning sales tactics, value propositions, and relevant product attributes.

Envisica has experience in helping companies work more effectively with resellers and providing Sales Professionals with the actionable intelligence that drives sales performance.

Read the full Selling through Resellers whitepaper .