Empowering Channel Excellence

In the ever-evolving world of channel sales, emotional intelligence isn’t just a nice-to-have—it’s the foundation for creating meaningful partnerships and sustainable growth. At EQ Selling™, we specialize in EQ-powered training that turns disjointed teams into aligned, powerhouse performers.

Take Infor, for example: Our structured approach helped their channel leaders break free from tactical ruts, evolving them into strategic value creators and powering one of the company’s fastest-growing divisions. This story illustrates how a unified framework can deliver real results, stronger bonds, and lasting momentum—making it a must-consider for any organization aiming to level up.

Kari Finnigan, Vice President of Channel at Infor, saw the same issues up close. Each manager ran their own show without a shared playbook, resulting in a hit-or-miss success rate. Hiring relied on finding experienced pros and crossing fingers they’d fit, but without common processes for stakeholder engagement or reviews, growth opportunities slipped away.

“Before working with EQ Selling™, our channel management team lacked a common framework, leading to inconsistent success.”

~ Kari Finnigan

These aren’t rare problems—they’re common pitfalls in channel management, where tactical overload drowns out strategic impact, leaving teams frustrated and partners underserved.

The Solution: EQ Selling’s Transformative Framework

Enter EQ Selling™: We stepped in with a clear, actionable plan tailored to Infor’s needs, built on three key pillars: 

• • Unified Language & Processes: Creating a shared vocabulary for coaching, reviews, and interactions to align everyone seamlessly. 

• • EQ-Enhanced Fundamentals: Training that hones in on early stakeholder connections, crafting compelling value cases, and moving managers from passive observers to proactive coaches. 

• • Ongoing Development Tools: Accessible resources like videos, job aids, and regular check-ins to weave new habits into everyday routines. 

Infor dove right in, refocusing on core sales essentials and strategic priorities. 

“Managers shifted from passive deal oversight to active, intentional coaching.” 

 ~ Salena Butler 

For Kari, the program’s straightforward design was a game-changer. She loved “how formulaic and clear the system is,” with tools that cut through complexity and made coaching stress-free, even for unfamiliar topics. By integrating on-demand training and quarterly follow-ups, the framework became second nature, empowering hires at all levels to thrive quickly.

The Impact: Accelerated Growth and Enduring Results

The turnaround was inspiring. In just three years, Infor’s North America SMB Channel became a standout performer, with Salena crediting EQ Selling™ directly for the surge. Forecasting smoothed out, performance evened across the board, and teams handled complex deals with newfound confidence. 

Partners noticed too, through regular surveys, as the team pivoted to helping them spot profit opportunities and build solid business plans. Kari experienced this firsthand in her own portfolio, where deeper stakeholder ties unlocked fresh growth.

The results included:

• • Consistent Performance: Predictable outcomes and reduced variability, turning inconsistencies into reliable wins.

• • Elevated Partnerships: A focus on growth-oriented allies, fostering deeper relationships and better retention by delivering real value beyond basic forecasting.

• • Streamlined Development: Newcomers ramped up fast—no prior experience required—thanks to structured paths that built skills without relying on natural talent.

What started as a fix for fragmentation grew into enduring habits, propelling Infor forward with a culture of empowerment and accountability. 

Seize Your Channel Advantage Today

If you’re a sales or channel leader, here’s what this means for you: 

• Clarity Over Chaos: No more guessing games—equip every manager with a proven framework that delivers consistent, predictable performance. 

• Stronger Partner Relationships: Shift from deal trackers to trusted advisors who help partners grow, not just forecast. 

• Scalable Success: Hire, onboard, and ramp talent faster, without depending on years of experience. 

Your team can stop firefighting and start building. Your partners can stop questioning your value and start seeing you as essential to their growth. 

That’s the EQ Selling™ advantage. 

Ready to give your channel team the same transformation?