I interviewed Cees Quirijns, co-Founder of #Portland Europe (www.portland.eu) about the channel blindspots, traps, pitfalls and mistakes vendors commonly make that prevent their channel from maximising sales. We explore vendor-partner psychology and the mismatches channel managers need to prevent.
We explore the #HypeCycle, #EnablingTechnologies, #ChannelBestPractices, #ChannelPartnerMotivation
This is a very frank, no holds barred interview that is completely packed with pragmatic content you can apply immediately including the B.I.T.S.E.R. model to maximise production and collaboration and the critical importance of selling during the service delivery phase. We discuss how channel managers self-sabotage and why the obvious importance of listening to your partners is too often ignored and the impact that has on your success as a vendor.
Cees is very approachable and knowledgeable. Call him if you want to get an objective look at which technologies you can use to build your channel. It is well worth getting in touch with him via LinkedIn or via the numbers on his website. Ask for him personally and mention you heard him on @The_Inquisitor podcast with Marcus Cauchi.
Thank you for listening. If you know someone who has something of value to say about the channel, enterprise sales, direct sales, hiring salespeople or management best practices, please refer them to me so I can interview them.
If you want to get hold of a copy of #MakingChannelSalesWork you can get it on Kindle here:
Amazon UK: https://lnkd.in/eK_AnNS Amazon US: https://lnkd.in/efsKU_X Amazon Germany: https://lnkd.in/eRtqhwZ Amazon France: https://lnkd.in/e79EBGe Email or PM on LInkedIn for a paperback copy: UK £20 including P&P with your address (£25 for international)
Partner Centric Channel Enablement for Scale Ups
