Channel Success Essentials Portfolio

This portfolio of channel sales programs helps organizations transform their channel and alliance partnerships. These programs focus on the skills, processes, and tools that are unique to the indirect sales environment: influencing sales results without direct authority. All of these offerings are supplemented by our proven ChannelPRO™ framework and consulting practice, delivering solutions to drive growth, efficiency, and effectiveness for our clients’ unique routes to market.

Products in this portfolio

Build a successful organizational-wide partnership through a foundation of language, process, and channel understanding.

An executive training session and facilitated workshop designed to quickly bring diverse executive teams into alignment around agreed channel-success priorities.

A blended learning program that equips vendor channel salespeople to speak the financial language of partner CEO, owners, and executives.

Understand and influence the business essentials that drive partner behavior and investment.

Directs the creation of partnership plans to focus limited resources on areas of highest business return to both parties.

Channel Partner ManagementSM focuses on satisfying mutual business objectives and helps companies validate and commit to the programs that accomplish desired objectives and optimize both parties' investment in the partnership.

Obtain the performance coaching skills and knowledge needed to drive productivity with partners.

Leading partner relationships to higher levels of results through breakthrough levels of mutual trust and respect.

Influence partners towards win-win results through a relationship founded upon alignment of goals, mutual understanding and trust.

2015 MHI Sales Best Practices Study: Executive Summary

Decoding the Decision Dynamic is the theme of the findings of the 2015 MHI Sales Best Practices Study. Each year, analysis of the study reveals the behaviors that are driving World-Class Sales Performance in today's global business-to-business selling environment.M

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How We Deliver

Public workshops

Our popular public sales training workshops are intense one-to-three-day sales training programs open to anyone within your organization who may have direct or indirect contact with your customer base.

On-Site programs

Through our on-site option, a MHI Global facilitator will work with your sales organization to understand your exact business objectives to deliver a tailored sales training program. Customized materials are available for organizations that wish to incorporate their mission statements and ideologies into presentations used by sales program facilitators.


You may find it beneficial to certify individuals within your organization to facilitate MHI Global sales training programs. MHI Global's Train-the-Trainer programs allow participants to become MHI Global Client Associates by attending an intensive four-day workshop for each selling process to be implemented.


Convenient e-Learning sales training programs are designed for those members of your sales organization that support your sales force, including pre-sales, product marketing, and customer support.

Blended learning

Blended training learning consists of web delivery of the MHI Global concepts, theory, philosophy and approach, followed by an instructor-led classroom experience. Participants gain virtual "text-book" sales training and sales technique knowledge, while taking advantage of the brainstorming and synergy created when salespeople gather in the same room.

MHI Global for Sales Education

MHI Global's world-class sales strategy and sales performance methodologies are now available to colleges and universities.

Upcoming Workshops

There are no events for this particular workshop currently. Please see our full calendar for more options.