209 Making Channel Sales Work by Marcus Cauchi

The Marketing Book Podcast

Douglas Burdett

Sales, B2bmarketing, Contentmarketing, Marketing, B2bsales, Socialmedia, Business, Entrepreneurship, Digitalmarketing

4.9 • 868 Ratings

🗓️ 11 January 2019

⏱️ 51 minutes

🔗️ Recording | iTunes | RSS

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Summary

Making Channel Sales Work: Ten Tools To Create A World-class Third-party Selling Program by Marcus Cauchi

Click here to view the show notes!

https://www.salesartillery.com/marketing-book-podcast/making-channel-sales-work-marcus-cauchi

Create a World-Class Third-Party Selling Program!

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.

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.

Transcript

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0:00.0	This is Marcus Kowke, author of Making Channel Sales Work,
0:04.3	10 tools to create a world-class third-party selling program.
0:08.0	And you're listening to the Marketing Book Podcast.
0:10.8	Welcome to the Marketing. podcast. of Modern Marketing. And now here's your host, Douglas Birdet.
0:25.0	Hello, thanks for joining me on the Marketing Book Podcast, where each week I publish an interview
0:29.0	with the author of a new marketing or sales book and which was named by LinkedIn as one of 10
0:33.8	podcasts that will make you a better marketer. My goal for this podcast is to help you
0:38.3	discover new ideas in order to succeed in the quickly changing field of modern marketing and sales.
0:44.4	Don't worry about taking notes. You can find links to everything linkable in this episode's
0:48.0	show notes at marketingbook podcast.com. And since you're a listener to the marketing book podcast, if I can recommend a specific
0:55.2	marketing or salesbook or some other helpful resource that I know of for whatever situation
0:59.6	you find yourself in, feel free to connect with me on LinkedIn where we can chat and I'll try to point you in the right direction.
1:05.7	Also I'd like to thank our sponsor Blinkist.
1:07.6	Blinkist is an app that takes the key insights from the best non-fiction books and distills them
1:12.2	into a format that you can read or listen to in just 15 minutes
1:15.8	on your smartphone.
1:17.2	Several of the books featured on the Marketing Book Podcast are on Blinkist.
1:22.2	Right now, Blinkist has a special offer for marketing book
1:24.5	podcast listeners where you can sign up for free at blinkist.com
1:28.8	slash marketing book podcast. Blinkist is BLI N K I S T, and if you opt for the paid version you'll get an additional
1:37.5	20% off, but only if you go to blinkist.com slash marketing book podcast or just click on the link at marketing book podcast
1:46.7	dot com. And now on with the show.
	...

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