The ANI Velocity Partner University Program is a coordinated, 2.5-day program to equip new partner sales account managers with business acumen, communication skills, and value-based selling skills. They will learn how to approach each sales interaction with a clear differentiated message – based upon research and preparation – to increase their sales.
The ANI Velocity Partner University Program is a coordinated, 2.5-day program to equip new partner sales account managers to begin their careers fully prepared to meet the expectations of the customers and their company. They will learn how to approach each sales interaction with a clear differentiated message – based upon research and preparation – to increase their sales.
Duration: 2.5 Days – in-class working sessions
- Supplemented by pre-work research and post-session reinforcement
Who Should Attend:
- Partner Account Managers
- Sales Leaders – SMB/Commercial focus
Target Size: 12-14
Partner University Framework — tying in/connecting the relevance of all elements: business outcomes, technology, communication skills, and customer engagement.
Driving Business Outcomes – Business Acumen and Strategic Account Planning (1 day) – elevates the skills and presence of your sales teams to drive larger deal sizes earlier in their sales cycles by being positioned throughout your client’s organizations, especially with the decision makers and executives. In session, your people will learn the science of quickly analyzing their client’s primary business drivers and then learn the art of crafting customized value propositions that resonate at all levels of the customer…. far better prepared and positioned than your direct competitors.
Kickoff and Introductory Webinar (60 minutes) – 1 week prior to the session
Reinforcement Webinar (60-90 minutes) – within 3 weeks to address what is working and what needs clarification
Communicating With Confidence (1 day) – increases credibility and trust when your people communicate. In session, teaches them how to craft and deliver a message that is value based for the customer. Students will role-play (with video recording) with business case study examples.
Reinforcement – post-training (within 30 days) coaching session… 1:1 with a Communications Coach.
Customer Engagement – Breaking Through (4-5 hours – TelePresence or in Person) – integrates previously learned skills (business acumen, communications, and value positioning) through practical application with select technologies.
Theme – knowledge of the customer and technologies (common case study) – how to apply that knowledge to the customer engagement
Technologies – addressing the what (is the technology), how (is it utilized by the customer), but focusing on the why (does the customer utilize the technology to achieve a business outcome): Meraki, 6K Bundles, UCS/Hyperflex, Webex/Spark
In session topics focus on:
- Who to contact, how to get that contact, and ultimately what to do when you show up
- Demonstrated use of white boarding techniques to drive the customer conversation
- Addressing the challenge of using a standardized approach with “all” of their customers
- Territory planning – how to create ‘client groups’ to make service goals attainable
- Customer Engagement Role Play – effectively communicate the research and technology into a successful engagement targeting an Individual Account