Aware and convinced
They know the offering exists, they can say who it is for, and they believe it beats the alternative they would otherwise reach for. Belief is not optional; a sceptical seller sells apologetically.
Sales enablement and channels
A channel that can actually sell you.
Onboarding, enablement, structure and reward for your own sales team and your partner channels — so the people carrying your proposition know it, believe it and are equipped to use it.
- Format
- Partner programme design, enablement assets, training and incentive structure
- Scope
- Scoped by outcome, not by hours — from one enablement pack to a full programme
- Who it is for
- Companies selling through resellers, partners or a sales team that is not yet equipped
- Credentials
- Named in a ‘Top 100’ most-influential marketing leaders list in Europe · Google Partner · CIM postgraduate Diploma in Marketing, DMS, Cranfield Strategic Marketing
The situation
A partner who cannot sell you will sell someone else.
Signing a reseller is the easy half. Channels stall when partners are recruited and then left to work out the proposition, the pricing and the pitch on their own — and a seller with three products to choose from picks the one that is simplest to explain.
The same is true inside your own business. Sales performance is largely a function of how well the seller has been equipped, how clearly the environment tells them what good looks like, and whether the reward structure points at the behaviour you want repeated.
Two jobs
Onboard partners. Enable sellers.
- 01 · Onboard partners
Target and acquire the partners worth having, then put a real reseller process behind them: agreements, tiers, accreditation, the joint plan, and a first ninety days that ends with a partner who has actually sold something.
- 02 · Enable sellers
Give both your own team and your partners' teams the proposition, the assets, the training and the objection answers they need — then the structure, accreditation and rewards that keep them using it.
What a selling channel needs
Five conditions, and the weakest one sets the ceiling.
Skilled and equipped
Trained on the proposition and armed with the collateral, the pricing, the demo and the answers to the three objections that come up every time.
Motivated and rewarded
A structured, progressive environment: accreditation to work towards, recognition that means something, and incentives aimed at the behaviour you want more of.
Proof
Sellers given something to sell with.
IT support
A values-led IT firm, given the collateral to sell with
Sales proposal content, industry-focused collateral and campaign assets, built for the team doing the selling.
Health and social care staffing
A value proposition, and the website and collateral that carry it
A value proposition and messaging, then the content for a new website and the marketing collateral built on it.
Architectural design
Extension design marketed one location at a time
An integrated programme aimed at prospective clients and at potential business partners alike.
What clients say
Three clients, in their own words.
Have worked with Epitomise for over six years and very happy with the level of service they provide. Our marketing campaigns are providing more enquiries than we can handle. Luckily, they are always available to help tailor the marketing to suit our budget and month to month requirements.Anton Van Der WattDirector · Digital AV · quoted in 2021
Steve is a pleasure to work with. His extensive knowledge of marketing, and specifically in our sector, is impressive, and his structured and inclusive style worked well in getting us all to focus on what really makes the difference. I’d recommend him to anyone who is looking for real strategic advice and guidance that comes with practical and clear deliverables.Cindy PhillipsHead of Marketing · OGL
Steve clearly knows his stuff – his expertise, enthusiasm, fresh ideas and detailed research have helped take our strategic marketing to the next level. Very happy with the fantastic service from Epitomise.Michelle RobinsonMarketing Manager · Versinetic
- 16
- client engagements published in full, with the work shown
- Four
- sectors, from EV charging design to domiciliary care
- 11
- guides written and published
- 2017
- the year Epitomise was founded
Free guide
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Hints, tips and best practices, including the strategies, approaches and tools Epitomise uses with clients.
Signed the partners and still waiting for the orders?
Tell us what your partners are given today. The gap is usually in the first ninety days.
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