When it comes to training Sales teams, we understand that time equals money. If you’re going to take feet off the street, you want to be sure Sales reps come back from class with the tools, techniques, and knowledge that assists them in being more credible with customers, giving them an edge over the competition and that helps win more business.

With Dell’s Partner Sales Excellence (PSE) program, we’ve had Partners tell us that immediately after attending training they scheduled a follow-up meeting with a prospect to put what they learned in training to the test. They found the magic of leading the discussion by walking the prospect through the discovery of ICE (Investment Protection, Cost Containment, and Ease of Use) resulted in the prospect coming to his own conclusion – the  Dell solution makes sense and he gained confidence in his ability to defend his position to his CFO for approval.

Find out what Bob Skelley, Executive Director of Certified Partner Program & Channel has to say about this unique sales methodology training program which includes Selling Storage and Selling Servers and KACE :

Are you interested in learning the ICE technique? Here are the two course descriptions and a schedule of when and where these courses are currently being offered:

Sales Excellence – Selling Storage is a full-day, highly interactive, sales-oriented training which focuses on how to position Dell storage solutions to your end use customers.  Trainers share real life sales stories and case studies. Participants can expect a very interactive day with smaller group breakouts and practice sessions. 

Learn how to: 

  • Target the right customers with the right Dell storage solutions
  • Identify three key customer business issues
  • Qualify storage opportunities using the critical criteria
  • Develop positioning statements that add value
  • Handle the most common objections
  • Use competitive advantages to close business
  • Use the latest selling tools  

Sales Excellence – Selling Servers and KACE is a half-day interactive training workshop which focuses on positioning Dell Server, Blade Server and KACE products. 

Learn how to:

  • Identify three key customer business issues
  • Understand Data center issues and trends
  • Identify server opportunities and key Dell differentiators
  • Position KACE effectively to qualified customers
  • Use competitive advantages to advance the sales process

Find out when Dell’s Partner Sales Excellence is coming to a city near you!

Follow @DellChannelNA for hints on where the next classes will be and join the discussion by using #DellPSE in your tweets.

A full training schedule is available on the Dell PartnerDirect portal. For registration questions, please reach out to the Certified Partner Resource Desk at Certified_PRD@Dell.com.

We hope to see you in a Dell Partner Sales Excellence course soon!