Make partners want to sell you.
Accelerain Training’s channel partner sales training helps channel managers win mindshare with partners, co-sell effectively, and equip partner sellers to find and close deals without a vendor rep on every call.
Signed partners aren’t selling partners.
Most channel programs have more partners on paper than partners producing revenue. A partner signs the agreement, attends a launch webinar, and then goes back to selling the vendors their reps already know. Your line card position doesn’t guarantee a single conversation.
Channel managers are asked to fix that with portals, spiffs, and more enablement content. But a partner’s sellers will only bring you into their customers when they trust you won’t embarrass them, when they know exactly which customer problem you solve, and when the deal is worth their time.
Accelerain Training teaches channel managers to sell to the partner first — building a business case for the partner’s own growth — then to co-sell alongside partner reps and enable them to open conversations on their own. Partner sellers learn a simple, repeatable way to spot opportunities and position your solution.
Diagnose. Design. Embed.
We look at the whole channel motion, from how partners are signed and activated to how joint deals are run, and build training for both your channel team and the partner sellers they support.
Trace the partner journey
We interview channel managers and partner sellers, review deal registration and joint pipeline, and sit in on partner business reviews and co-selling calls to see where partners lose interest or confidence.
Build two playbooks
One for your channel team — partner business planning, activation, co-selling, and MDF strategy. One for partner sellers — a short, usable guide to spotting opportunities and positioning your solution with their customers.
Coach on joint pursuits
We coach channel managers through partner planning sessions and live co-sold deals, so the new approach shows up in registered pipeline, not just in slides.
Why partners pick one vendor over another.
Partner sellers choose which vendors to bring into their accounts. These are the factors a channel manager can influence.
It helps their business
Channel managers learn to build a joint business plan that shows how your solution grows the partner’s services, margin, and customer retention — not just your bookings.
It’s easy to position
Partner reps sell many products. We help you give them a short set of discovery questions and a clear customer problem they can recognize in any conversation.
It makes them look good
Clean deal registration, fair rules of engagement, and vendor reps who support rather than take over the customer relationship earn repeat referrals.
The skills that win deals.
Engagements draw from Accelerain Training’s 22 training areas — the complete Renaissance System. Most engagements focus on 6 to 10 of these areas based on the team’s diagnosed gaps.
Built by the people who were the top 1%.
Accelerain Training was founded by sales leaders who carried a number — top-1% performers at Corporate Executive Board (now Gartner), Morgan Stanley, McKinsey, Citigroup, and BMO Capital. We built Accelerain Training to teach the system that made us the top 1%.
In our careers, we have closed hundreds of deals with the Fortune 1000 C-Suite and trained sales teams of 100+ reps. We’ve worked with teams selling into companies including Nike, Nestle, Goldman Sachs, Wal-Mart, Blackrock, PepsiCo and Microsoft, and with growth-stage B2B technology companies, professional services firms, and private equity portfolio companies.
Ready to turn partners into pipeline?
Book a strategy call to discuss how we can help your channel team and partner sellers co-sell with confidence.
Build the program for your team.
Book a strategy call. We’ll diagnose where deals stall, pick the skill areas that matter, and scope a program around your motion.
- No commitment — we scope and price it with you
- Customized concepts, in-depth training, or training plus 1:1s
- 30-minute sprint, half-day, one-day, or two-day formats
Common questions about Make partners *want to sell* you.
01What is channel partner sales training?
Channel partner sales training teaches channel managers and partner sellers to generate revenue through partners. Accelerain Training covers partner business planning, activation, co-selling, partner enablement, deal registration, and MDF strategy.
02How do you get mindshare with channel partners?
Show partners how your solution grows their own business, make it simple for their reps to position, and protect their customer relationships. Partners prioritize vendors who are profitable, easy to sell, and trustworthy.
03What is co-selling with partners?
Co-selling is when vendor and partner sellers pursue an opportunity together, each bringing their strengths. The partner usually owns the customer relationship and services, while the vendor adds product expertise and deal support.
04How do you enable partner sales reps?
Give partner reps a short, practical toolkit: the customer problem you solve, a few discovery questions, and a clear way to bring you in. Then reinforce it by co-selling real deals with them, not just through portals and webinars.
05How should deal registration work?
Deal registration should protect partners who find and develop opportunities, with clear rules, fast approvals, and consistent enforcement. When partners trust the process, they bring you into more deals earlier.
06How should channel managers use MDF?
Tie market development funds to a joint business plan with agreed activities and pipeline goals. MDF works best when it funds specific demand generation that the partner will follow up on.
07How do you activate a newly signed partner?
Agree a joint business plan in the first weeks, identify a few target accounts together, and co-sell the first deals. An early win gives partner sellers confidence and a story to repeat.
Ready to build a team that sells with conviction?
Book a strategy call to see how we turn the framework into repeatable behavior for your reps.