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Sales and speedboats

Sales and speedboats

Security vendor, SurfControl, invited resellers to a two-day training seminar recently in an attempt to help business partners seal those deals.

More than 20 resellers from as far away as Perth and New Zealand converged on Sydney to listen to Evolution Learning’s Adrian Heath talk about strategies for winning business, objection handling and closing sales.

“He has been good for our business during the past 18 months so we wanted to share what we had learned with our resellers,” SurfControl’s A/NZ managing director, Charles Heunemann, said.

“They are a natural extension of our sales team and increasing revenue opportunities for our partners means more success for us.”

Resellers in attendance included Logical, Alphawest, Kiandra System Solutions, Content Security, CSC, ComNet, Netstar Networks, and Discovery Technology. Advanced technical training was also on offer.

“The feedback was very positive," Heunemann said. We always thought it would be well received because we haven’t heard of any other vendors investing in sales training for their resellers.”

“The skills learned during the sales training can be applied to all products that they [resellers] carry. We realise SurfControl is only part of an overall security solution.”

SurfControl plans to hold sales training sessions for resellers in Melbourne, Brisbane, Adelaide and Perth later in the year. There will also be a professional selling skills course offered as a follow-up for those in Sydney.

But it wasn’t all work and no play. The more adventurous members of the class ended with a 100kmph speedboat ride around Sydney Harbour before getting together for drinks and a meal.


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