Watch the video here: http://bit.ly/1gyUSgZ Have you ever seen the TV show Gold Rush? It’s a reality television series (now in the fourth season) that airs on the Discovery Channel. The show focuses on the mining of gold deposits found in Alaska and the Klondike by various teams of miners. Just like the TV show, we want to help you find gold deposits with your channel partners. Join us for 29 minutes as Rich Blakeman (Managing director, Channel Enablers - Division of Miller Heiman) and Darryl Praill (Host, OnPath), discuss how to mine for gold and strike it rich with channel partners. You’ll learn: 1. Why selling through partners is not the same as selling to customers 2. How to treat partners differently so that you attract more gold 3. When to influence partner behavior to increase their investment 4. What competencies are required to be a channel sales manager 5. How world-class channel sales managers are different from the rest Watch the video here: http://bit.ly/1gyUSgZ

1. Darryl Praill
Rich Blakeman
Host
Managing Director
OnPath Business
Solutions
Channel Enablers
(Miller Heiman)
Twitter
@ohpinion8ted
Twitter
@channelenablers

2. Introductions and Logistics
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3. Today s
Today’s Agenda
Introductions
1. How is channel selling different from direct selling?
2.
2 How do you find and qualify good channel partners?
3. How can you influence partner behavior to increase their investment?
4. How do you hold a channel partner accountable for results?
5. How are world-class channel managers different from the rest?
Q&A
Twitter Comments: #goldrushselling

4. Darryl Praill, OnPath
Darryl Praill
Host / OnPath Business Solutions
Twitter: @ohpinion8ted
Email: darryl.praill@onpath.com
Website: www.onpath.com

5. Rich Blakeman, Channel Enablers
Rich Blakeman
Managing Director / Channel Enablers
Twitter: @channelenablers
Email: rblakeman@channelenablers.com
Website: www.channelenablers.com

6. Poll Question
Which of these statements is more
reflective of your
fl ti
f
o ga at o
organization at present?
p ese t
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7. Gold Rush Selling
#1. How is channel selling
g
different from direct selling?
Twitter Comments: #goldrushselling

8. Gold Rush Selling
#2. How do you find and q
y
qualify
y
good channel partners?
Twitter Comments: #goldrushselling

9. Gold Rush Selling
#3. How can you influence partner
behavior to increase their
investment?
Twitter Comments: #goldrushselling

10. Gold Rush Selling
#4. How do you hold a channel
partner accountable for results?
Twitter Comments: #goldrushselling

11. Gold Rush Selling
#5. How are world class channel
world-class
managers different from the rest?
Twitter Comments: #goldrushselling

12. Gold Rush Selling
2013 Global
Channel Sales
Ch
lS l
Research Study
y
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13. Recorded Version
Get the recorded version next week:
p
y
www.onpath.com/webinarlibrary
Next Event
November 13, 2013

14. Poll Question
Which of the following trends are
most lik l to affect your 2014
t likely t ff t
channel strategy?
gy
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15. Questions / Comments?
Control Panel
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16. Contact Information
www.onpath.com
www onpath com
Darryl Praill
OnPath Business Solutions
Twitter: @ohpinion8ted
Email: darryl.praill@onpath.com
Website: www.onpath.com
Rich Blakeman
Channel Enablers (Miller Heiman)
Twitter: @channelenablers
Email: rblakeman@channelenablers.com
Website: www channelenablers com
www.channelenablers.com
Twitter Comments: #goldrushselling