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  • Remote Worker Resources
  • Sales Leadership
  • Market Recovery Webcasts

Remote worker resources - NEW!

Delivering Engaging Presentations

This course discusses the unique presentation needs for digital events and demonstrates ways to deliver dynamic event presentations that captivate and engage audiences.

Remote worker resources

The Connected workplace

Webcasts featuring our senior executives as they share tips,  best practices and important lessons learned from our 10 year journey implementing and managing remote work

 

 

Remote worker resources

Discussing The transition to the long term

This course will provide conversation pointers to engage customers about how to make the transition from temporary to long term remote solutions.

 

Remote worker resources

Remote Workforce Solutions

With the ongoing COVID-19 restrictions, your customers need to implement remote working solutions quickly, and you can enable them with the latest technology to keep remote employees safe and productive.

Remote worker resources

Helping our customers do it right

Learn about Dell's purpose-built Remote Workforce Tailored offers coupled with service and support recommendations that help IT manage and secure the remote workforce efficiently.

 

 

Improve your Selling Skills while working remote

 

 

Course Title Description
Effective Outbounding Outbounding is an essential sales activity and, therefore, it is important that it be done properly. This course explains what outbounding is and guides you through key steps for successful calls.
Selling to Executives

In this informative talk, Jacques Sciammas, President of Sellingtoexecutives.com gives the view from the C-Suite and explains the importance of trust, research, and preparation when preparing for conversations at the C-Level.

This course provides valuable insights for managers and sellers when developing call plans, account plans and proposals. 

Financial Selling in a Down Economy This video describes how to better understand the current COVID-19 environment, be more comfortable having discussions with financial stakeholders and improve your skills in dealing with lack of budget.
Coaching Call Plan

Join Jessica, a manager at Dell Technologies, as she guides you through the session that reinforces the principles of effective call plan management.

While customer needs vary from industry to industry there are four expectations that must be met in order to turn prospects into advocates and increase sales performance. 

The expectations are accuracy, availability, partnership, and advice. 

This course will help you  coach your sellers through effective call plan management. 

Whiteboarding Best Practices In this video series you'll explore the techniques required to deliver an effective whiteboard.  We'll cover everything from what kinds of markers to use, to how to write and draw legibly, to how you can implore a specific strategy to win deals through whiteboarding a story.
MEDDPIC  By the end of this course participants will be able to describe each element of MEDDPIC as a qualification tool and utilize SFDC to capture MEDDPIC information.
Building a Business Case This course is designed to help you: recognize the difference between a proposal and a business case, know who is involved in the decision process, prepare successful business cases and know the steps to get to yes.
Competing against the status quo This course is designed to help you: stay current on competitor strategies and offerings, use competitive intelligence to influence customer strategies/decision making, use competitive strategy to convince a customer’ to take action versus doing nothing and sticking with the status quo.

 

 

Additional Resources

Sales Leadership Webinars with Mentor Group

 

Sales Leadership Training

Virtual Leading & Coaching

This webinar will help Sales Leaders identify the challenges and best practice options for leading and coachin people when they are remotely located from them and only able to communicate through virtual modalities.

Sales Leadership Training

Managing Virtual Sales Teams

This webinar will help Sales Leaders adapt their approach to leading sales performance when their people are remotely located from them and only able to communicate through virtual modalities.

Sales Leadership Training

Negotiating Virtually

This webinar will help Sales Leaders adapt their approach to prepare and support their people for conducting negotiations through virtual modalities.

Sales Leadership Training

Storytelling

This webinar identifies the iimportance of storytelling as well as details the best practices to help you and your people tell great stories.

Additional Resources

Market Recovery Webcast Series with Channelcorp

 

Cheryl Cook                                                            Bruce Stuart

SVP Global Partner Marketing                            Channel Corp

Dell Technologies created a four-part webcast series exclusively for partner sales and marketing teams to help understand recent global market changes, the impact the changes are having on your customers, and what you should do to protect and grow your sales and pipeline.

 

Access replay and assets for past sessions below:

 

 

NEW!!

How prepared are you REALLY to transition to selling as a service? Review this Channel Operations Review White Paper, just published by Channelcorp, to understand channel strategy friction and alignment problems before they cost your organization time and money.

 

 

 

Session 1:  What is going on out there?

In this session, we will provide an overview of what happened in the market and the impact of recent events on customers. We'll also examine the shifts in customer demand and the organizational and infrastructure changes required. In addition, you’ll learn about the 10 best practices to future-proof your business. 

 

 

Session 2:  Looking under the hood

This session covers how to assess your current situation and an exploration of the five different business models and finance/economics attributes. We’ll discuss how to leverage Dell programs such as Dell Technologies on Demand / Dell Financial Services and As-a-Service offerings to provide your customers with different buying options. We'll also outline where to start, and how to prioritize what to fix first.

 

 

Session 3:  Nothing happens till we sell

Learn why business-as-usual won’t work if you want to be financially viable. Understand and implement the 3D GTM model. Then let’s get tactical – we’ll discuss how to do a lost sales analysis, an Installed Base audit, and a client leasing review. Finally, we’ll talk about how to leverage Dell Marketing and work with the Dell Partner Marketing Managers to create demand in new markets and with new customers.

 

 

Session 4:  What does "Good" look like?

Learn how to safeguard and grow your Installed Base. Then move beyond that to crosssell recurring revenue solutions into your installed base – and products into As-aService customers. We’ll also talk about how to target new recurring revenue markets and clients. Lastly, we’ll give you a vision of what “good” looks like.