Sales & Channel Enablement

Even the best products won’t sell themselves. Without the right tools, messaging, and training, sales teams struggle to convert opportunities into revenue. Sales and channel teams often operate in silos, missing opportunities to drive deeper customer engagement and revenue growth. As B2B buying behavior shifts, a more strategic, coordinated approach to sales enablement and channel activation is required:

• Fewer face-to-face interactions mean every conversation must be high-impact and value-driven
• Sales teams rely on outdated, product-first messaging instead of solution-driven engagement, leading to lost opportunities
• B2B end-users self-educate more, expecting sales reps to provide deeper insights and solutions
• Channel programs lack alignment, leaving distributors and reps without the right resources to drive adoption
• High turnover drains institutional knowledge, making training and enablement more critical than ever

Companies that bridge these gaps see stronger sales performance, higher channel adoption, and a measurable increase in customer lifetime value.

Winning companies don’t just sell—they educate, advise, and add value at every stage of the buyer’s journey. Dorn’s sales enablement solutions help direct sales teams, independent reps, and distributor networks engage more effectively, shorten sales cycles, and increase conversion rates.

• Sales Enablement & Training: Equip direct sales teams, reps, and distributors with structured training, targeted messaging, and selling frameworks that improve effectiveness and consistency
• Channel Sales & Marketing Programs: Increase end-user adoption and distributor participation with co-branded, turnkey programs that drive engagement, preference, and sales activation
• Turnkey Sales & Marketing Resources: Provide sales teams with sales decks, objection-handling guides, battle cards, and digital tools to ensure every interaction is high-impact and conversion-focused
• New Hire Training & Knowledge Capture: Reduce ramp time for new sales hires while capturing and standardizing institutional knowledge from experienced sales pros
• Solution-Driven Content & Messaging: Shift from spec-driven sales to value-based storytelling that aligns with end-user challenges and positions your team as a trusted advisor

B2B buyers have more choices than ever, and traditional sales strategies no longer cut it. Dorn ensures your sales and channel enablement programs work together—so every interaction moves buyers closer to conversion and long-term loyalty.

Let’s build a sales enablement program that drives real growth.

Sales Enablement & Training

B2B buyers expect value from every sales interaction. Dorn helps manufacturers and distributors build highly effective sales teams with structured training programs that cover product knowledge, application expertise, and customer-driven messaging. We provide customized training modules, playbooks, and hands-on coaching that ensure sales teams and reps are prepared to engage, educate, and convert high-value buyers.

Channel Sales & Marketing Programs

Selling through the channel requires more than just listing a product in distribution. Dorn helps manufacturers and distributors jointly deploy high-impact marketing and sales programs that drive engagement and preference with end users. These programs include trial programs, value-added assessments, and co-branded demand generation efforts that maximize reach and sales impact.

Sales & Marketing Operations Alignment

Misalignment between sales and marketing creates inefficiencies and lost opportunities. Dorn bridges the gap by integrating sales and marketing strategies, ensuring seamless lead handoff, and improving customer engagement workflows. We work with manufacturers and distributors to create structured go-to-market processes that connect demand generation with real sales outcomes.

CRM Optimization

A strong CRM strategy is foundational to sales and channel success. Dorn helps industrial organizations optimize their CRM platforms to improve sales visibility, lead tracking, and engagement automation. We ensure CRM systems are aligned with sales workflows, enabling better customer insights, higher conversion rates, and improved sales efficiency. Whether integrating with marketing automation tools or refining pipeline management, we make CRM an asset, not an obstacle.