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Sales Training for Agents & Tech Advisors: Master Today's New Selling Techniques: How to Sell to the Enterprise & Midmarket: Best Practices & Tips for Agent, Technology Advisors

Stephen Semmelroth  (Sr. Director of Security, AVANT)

Eric Ludwig  (Co-Founder, RISE Technology Advisors)

Joe Rice  (CEO, CXponent)

Jake Jansen  ( Co-Founder & CEO, LAVA Technology Services)

Location: Level 1 (Lower Level), Casanova 603

Date: Tuesday, March 12

Time: 2:50 pm - 3:25 pm

Pass Type: All Access, CP Conference - Get your pass now!

Session Type: Workshop

Vault Recording: TBD

Channel Partners Conference & Expo is launching a new workshop designed for sales and business leaders at agent and technology advisors who want to drive organic growth and demand generation. At the Channel Partners Sales Workshop, executives will gain actionable insights, practical tools and innovative guidance to help drive their organizations to new heights. Channel partners need to stay abreast of the latest sales techniques and best practices to maintain high-performance sales teams that deliver customer-led growth. Today’s channel partner sales leaders and managers must broaden the scope of their skill sets to help customers understand the benefits of game-changing new technologies such as AI as well as the myriad innovations in contact center, UCaaS and business-class connectivity from today’s telco and cable companies. Gain access to the latest thinking on how to meet the demands of the future. Avant is collaborating with Channel Partners Conference & Expo to help partners build future-ready sales skills.

2:50PM – 3:25 PM

How to Sell to the Enterprise & Midmarket: Best Practices & Tips for Agent, Technology Advisor

Every agent and technology advisor in the communications channel today wants to increase penetration into the enterprise market. But the land of the big spend on technology and communications by large corporations is often difficult to master. Enterprise-focused channel partners need to stay on top of the key trends impacting the enterprise while ensuring their sales teams have razor-sharp skills. Most important is cultivating and nurturing deep relationships with today’s buyers and influencers. Technology advisors can never let their guard down or rest on their laurels when it comes to selling to enterprise customers. They must always be ready to discuss technology and communications ROI whether it is in meetings with business leaders, purchasing managers, CIOs or technology leaders. In this special session, part of the Channel Partners Conference & Expo Sales Workshop produced in collaboration with Avant Communications, attendees will hear peer perspectives on the changing nature of selling into enterprise. Experts will speak about how engagement with these customers is changing. Gain best practices for how to engage with buyers that are younger than ever and tips for guiding those buyers while demonstrating your value. Workshop leaders will also discuss opportunities outside the Fortune 500 for midmarket or midsize enterprises — a rich and untapped market that is reliant on channel partners to deploy and maintain technology and communications services.