Product Review

Asking the Right Questions

In 1996, Mihaly Csikszentmihalyi, a psychology professor at the University of Chicago discovered how Nobel laureates and other creative people achieved their breakthroughs Once they asked themselves the right question, their ideas flowed rapidly.

Ten years later, McKinsey and Co. took this finding one step farther, examining how the most successful companies in recent history (startups to F500 firms) had achieved their positions.

They found that a number of important innovations sprang from responses to particular questions.

Jump Starting Your Partner Channel Brain

So it is for creating breakthroughs in Partner Channels. Having the right questions gives your team a decided advantage over your competitors.

Used as an instructional tool, when your team discusses any of these questions they deepen their empathy for your Channel Partners and the challenges they face. While there is no substitute for the learning that occurs only by spending time in the field riding along with your Channel Partner Sales Reps, consider 99 Questions as an important learning supplement.

As a motivational tool, answering the questions also gives your team an opportunity to creatively think about how they can help your Channel Partners more effectively See More, Sell More and Keep More Customers.

After all, your Channel Partners are your representatives to your customers! What could be more important than your relationship with them?