The day-long intensive courses on subjects such as, ‘How to Win New Business’ and ‘Negotiation Skills’ are run by external training experts Meridian ISE and will equip Telstra Europe’s partners with the techniques and skills needed to operate effectively in a highly competitive market, helping them retain existing clients, attract new customers and increase revenue in the fast growing convergence market.
The company says the academy launch further demonstrates Telstra Europe’s strategic focus and strong commitment to its indirect channel - in September 2005 it launched an accreditation programme for its channel, signing up platinum and gold partners, Telinet and Actimax respectively. The training provided in the academy is a central part of the value-added support that Telstra Europe provides as part of its accreditation programme.
Matthew Lambert, Sales Director at Telinet took part in the first courses and commented, “The sales training provided by Telstra Europe was completely relevant and highly valuable for our sales team. It addressed some of the major challenges we face operating in the current competitive industry climate. We now feel confident we will adopt an even more consultative approach to sales and we have the skills and techniques we need to win even more new business.”
Comments Ben LeFeuvre, Manager of Indirect Sales at Telstra Europe:
“With convergence finally coming to the fore in the UK market, an extremely competitive channel has emerged. End users need to work with knowledgeable experts who can take a consultative approach and guide them through the business cases for adopting converged voice and data solutions – they will not be looking for a product-led sell.”
“We are 100% committed to the channel and we see our academy as pivotal in ensuring our partners can offer real business-led solutions that customers need and in doing so, help them maximise the opportunity for growth and revenue,” he added.
The next courses will take place in January and February 2006.