Channel Partners to Benefit from Solution Selling Training

ICT Distributor ICON is to offer no cost solution selling training to its Wave IP Channel Partners.

Developed from a global programme run by Vertical Communications to strengthen the Wave IP-PBX channel solution selling skills the ICON Solution Selling sales course is aimed at Channel Partners who wants to extend or update their sales skills.

ICON has made a significant investment in building its channel training skills. Mark Shane, sales manager, and Richard Salvage, northern account manager, attended an intensive 4-day course in Munich, Germany. Run by Vertical Communications the course taught the skills of solution selling. Students were examined by assignment and a final examination. Mark and Richard are now registered as Sales Champions and able to pass on this learning on to Channel Partners.

Mark Shane commented, “This was a very demanding and intensive course. It was a bit like being back at school, even our time and attendance was monitored. There was a lot of learning but one of the most useful aspects of the course was working with distributors from across Europe. This really brings home to you the global nature and success of the Wave IP-PBX solutions from Vertical. Richard and I now need to distil what we learnt at Munich into a hands on practical learning experience for our UK Wave IP Channel Partners.”

The techniques taught on the ICON Solution Selling course can be applied to any of the new convergence and unified solutions being sold today. Mark said, “Most convergence and unified products launched into the market are sophisticated solution based products. Selling these needs a new approach. Manufacturers and larger resellers have the resources to train their sales staff in solution selling. ICON wants to make sure that resellers who do not have the resources to run their own in-house sales training skills course don’t loose out when selling and taking on the new technologies.”

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