How to build high-value relationships with resellers and intermediaries – and deliver consistent results through others.
12 Hours
Cohort-based
On-site/virtual
Cape Town · Johannesburg · Durban
Across 8 practical modules
Learn alongside peers from your industry
Flexible delivery across South Africa
Tailored for your role and context
Seven modules covering the full channel management lifecycle, from fundamentals through to strategic influence.
Introduces the move from product-led selling to consultative selling, with a focus on business performance, customer value and the core skills of teaching, tailoring and taking control.
Shows participants how to research customers, use AI prompts, qualify opportunities and build a value proposition based on buying drivers.
Covers discovery meetings that uncover current state, desired outcomes, risks and success measures through advanced listening and questioning.
Explains how to map stakeholders, work through advocates and build support for a solution across complex buying groups.
Shows how to turn business challenges, impact, implementation, value, risk and proof into a clear case for investment.
Develops collaborative negotiation skills, from preparation and structured process to give-get principles and handling difficult environments.
Focuses on securing final commitment through framing, persuasive language, objection handling and helping the customer own the solution.
Shows how to sustain engagement after the sale through implementation ownership, value reporting, references and future improvement opportunities.
Create repeatable processes for selling in environments where trust, insights, ROI and business improvement matter most. This practical programme is designed to support sales and pre-sales professionals who sell complex solutions. It provides a structured process to close more sales by delivering optimal business results for customers.
Sales professionals, pre-sales and technical consultants selling complex, high-value solutions
Insightful. A number of ideas very familiar but the order in which to consider implementing not always so clear before. Now a lot makes a lot more sense and structure was given.
