Selling is getting more complex. Customers are demanding more holistic solutions to their needs rather than individual products and services, which can strain the relationship with partners, who may lack the consultative-selling skills needed to handle these deals. Providers need to respond not by pulling business from partners but by helping them gain the skills they need to succeed. In this ITSMA Case Study, we profile Cisco’s ambitious Accelerate channel partner training program, which is designed to help thousands of diverse partners to better handle complex, consultative deals on their own.
How to Train Partners in the Complex Solutions Sale
ITSMA Case Study on how Cisco trains its channel partners to do consultative selling.