HP Expands VAR Training

Hewlett-Packard (HPQ) has extended training offerings to its VAR partners that previously were only available to the HP direct sales force.

The two-day sales training, focusing on a series of questioning techniques, is designed to help VARs increase their win rates as cost optimization project spending picks up. HP feels the sales cycle, buying process and responsible parties have changed, and therefore, hopes to educate partners on how to best power through these changes and close the sale.

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