Partners are always curious to hear about how their top-performing peers have found success. Attendees at the “Pitching Businesses and Starting Conversations – Getting a Foot in the Door for New Business” breakout session heard from some of the most successful Partners in the Sandler Partners community on how they approached a specific opportunity. The dialog focused on how they landed the deal, detailing replicable steps to both finding new customers and sustaining existing ones.

Sandler Partners’ own Ben Edwards, Director of Sales Engineering, West, and Michael Clayton, Director, Channel – Georgia & the Carolinas were joined by Craig Young, President at CrossRoads Technologies; Ben Ferguson, EVP with Defensive Networks; Jeff Powell, President & Founder at Sybran Communications; and Brian Fiedopfer, Vice President, Contact Center & Collaboration with Trace 3.

Key topics of conversation included:

  • How to conduct discovery and foster relationships with your customers to advance sales and create more opportunities for your business
  • The importance of being consultative with customers, filling the expertise and advocacy gap that they will value and repeatedly look to you to fulfill
  • Focusing on business outcomes, and always being ready to expand into other areas to meet the needs that match their roadmap.

Being part of your client’s team, maintaining relationships, and being the resource that helps solve problems while reaching goals is just part of the story from this session. For additional insights that will benefit Partners new to the Channel, as well as industry veterans, take the opportunity to watch this session recording and follow up with your Channel Manager with any questions!

WATCH REPLAY

The Sandler Partners National Summit

The annual Sandler Partners National Summit is the largest independent technology community channel event held each year. It brings together Partners from across the US and Canada – influential leaders, and Providers  – sharing information on solutions, selling approaches, and personal development. The atmosphere is always energetic, reinforcing the family “safe home” reputation Sandler Partners has developed over two decades. While other TSDs may focus on private equity plays, Sandler Partners continues to help solve problems that encourage trust, deeper long-term customer relationships, and ultimately success.