1 featured image 1
Channel Partner

How To Stay Active in Telecom Channel Sales: 3 Big Tips

March 6, 2020

Posts by Topic

man-standing-near-shore-1208777Telecom markets are becoming more competitive due to the variety of small and large acquisitions and the introduction of new services. As a result of the changes in the industry, you are going to need an approach that will allow you to remain active in telecom channel sales. When you are able to stay active in telecom channel sales, you will stay current and you will stay ahead of everyone else in the industry.

Businesses in the telecom that sell through distributors and channel partners have found a scalable and proven market approach. Channel partners who are able to specialize in different areas will continue to be essential pieces of the complex sales maze. Channel partners will also be able to provide access to known and unknown opportunities without the need to make a large investment.

Telecom Channel Sales

Like in any industry, the telecom channel sales model will come with a variety of challenges. Unfortunately, many in the telecom industry will come across strategies and processes that are not as efficient as they should be. When there are inefficient strategies and inadequate communications, a variety of great opportunities can be missed.

One of the main factors in gaining an advantage and staying active is gaining the ability to close deals and close them faster than your competitors. There are two directions you can take when it comes to channel sales: the passive approach and the active approach.

The Passive/Active Approach

The passive approach is generally marked by poor communication, insufficient data, and technology that does not have the ability to handle the direction telecom channel sales is going. While some may be able to function taking this approach, they will not be able to function at a high level. The passive approach will not encourage or motivate channel partners. When channel partners are not motivated, they will be less likely to feel the need to remain engaged. 

One of the best ways to remain active in telecom channel sales is by improving your channel engagement. Active channel engagement can be differentiated by a proper flow of data, effective communication, and the utilization of technology that has been designed for your needs. When you have an active engagement strategy, you will find it easier to accommodate the needs of your customers and all of the changes in the market. 

Not Just A Channel Partner

When you are able to attract loyal customers, you will be able to spread more information about the brand you are representing. When you are able to engage with your target audience, you will find it easier to remain active because you are committed to providing the high-level experience they are looking for.

It is important that you are able to develop relationships so you will not see yourself as just another channel partner. Ask your customers about their current and future needs so you will be able to determine what products and services you can offer them. You may also need to make changes to your marketing strategy and your development strategy so you can match their needs.

Showcase the Value

It takes a significant amount of time and effort to build an active telecom sales channel. Companies want channel partners who are able to stay active so they can be delivered the most value. Determine if there are small changes you can make to the relationships you have that can change the way they discern the value of your products and services. 

Staying active in telecom channel sales will require you to implement some simple strategies. When these strategies are implemented, you must be willing to put in the effort to ensure the strategies are working. Some strategies will involve continuous monitoring and feedback. When you include all of them into the equation, you will be able to ensure that you are taking the right approach that will lead to a greater level of success.

For all the resources available to CallTower's Partners, please be sure to review our Partner Portal: 

Gain Access to Partner Enablement Resources >