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

by Marcus Cauchi, David Davies

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 revitalise 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.

196 pages, Paperback

Published July 1, 2018

Reviews

[Scott Wozniak]

This is a good overview of how to prospect for and measure the success of a channel partner. Some of it is regular sales but there are some nuances specific to partnerships.

It’s not particularly engaging, with a style that’s dry (few stories and no metaphors). But the info was useful.

[Ramesh.P]

ic

There are very less books on Channel sales and this one is a stand out ,comprehensive and systematic .
highly recommended

[Phillip Elliott]

Relationship management not much about channels beyond Relationship management.