Making Channel Sales Work: Ten Tools to Create a World-Class Third-Party Selling Program

  • 4h 41m 50s
  • David Davies, Marcus Cauchi
  • Gildan Media
  • 2020

A concise and structured approach to third-party sales management that blends many of the tools and the rigor of Sandler Training with specific guidance for channel managers.

Create a world-class third-party selling program!

Channel sales is selling that takes place by means of any third party. Sales completed through value-added resellers, partners, systems integrators, independent representatives or agents, licensed distributors, and franchisees are all examples of channel sales. Many companies operate under a channel-sales model without ever having heard of the term!

Regardless of what it's called, this model presents both special challenges and special opportunities. Whether you are an early-stage venture or a small vendor of products, intellectual property, or services looking to build your footprint quickly and reliably; whether you already have a channel process in place and you want to improve or revitalize it, or you are aiming to create your first channel program from scratch; whether you are working with a group of independent agents or you are looking to build a franchise operation from the ground up - this book has been written with you in mind.

In this Audiobook

  • Chapter 1 - The Perfect Partnership
  • Chapter 2 - The Channel Manager's Rights
  • Chapter 3 - Onboarding Your Partners
  • Chapter 4 - Managing without Power
  • Chapter 5 - Planning
  • Chapter 6 - Steering a Straight Course
  • Chapter 7 - Service Delivery—Make the Account a Marketplace
  • Chapter 8 - Partnership Reviews and Appraisal