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Making Channel Sales Work

Ten Tools to Create a World-Class Third-Party Selling Program

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Making Channel Sales Work

By: Marcus Cauchi, David Davies
Narrated by: Liam Gerrard
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About this listen

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.

©2018 Sandler Systems, Inc. (P)2020 Gildan Media Career Success Marketing & Sales Sales & Selling Time Management & Productivity Marketing Career Channel Selling

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All stars
Most relevant
Great book especially if you’re looking to open third party distribution channels and, or maximise the opportunity from new and existing partnerships.

I guess like many people, I’ve enthusiastically started new books on sales but often finish them uncertain how to implement the great sounding theories due to a lack of practical tips or, frustrated from simply having read the same idea repeated chapter after chapter.

This book is different. An end to end system is provided with many great ideas and practical tools. The authors introduce a logical process to win, onboard and develop partnerships which focus on creating value for your partner and their customers - which in turn should create value for you and your business.

Thank you, Marcus and David.

Highly recommend

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There are not many books written on Channel Management so they’ve definitely identified a niché to tap into but whether this book actually deliverers value, is another question. It’s insultingly basic in what it teaches, assuming Channel Managers (if that’s the intended audience) to be complete novices. If you’ve read any decent Sales or Management book then this will most probably be a waste of time for you.

Disappointingly basic (but not in the ways you’d hope)

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