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Making Channel Sales Work

Achieve Channel Sales Excellence

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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! 

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Forrester Recommendation

Jay McBain, Principal Analyst Global Channels

"I have really enjoyed working with Marcus as Author of "Making Channel Sales Work", he is a Global authority on indirect sales and regularly influences channel leaders through multiple vehicles. He understands that channel sales management is probably the hardest job there is in professional selling-including limited recognition and respect. With over 75% of world trade following indirectly, there are very few trusted sources that deliver goods with the breadth and depth that Marcus does. All channel professionals should have him on their radar"

LEARN WHY TOP-PERFORMING SALESPEOPLE AND MANAGERS ARE TURNING TO SANDLER TRAINING FOR EDUCATION AND LEARNING

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Register here for 12 months unlimited FREE access to Sandler's E-Learning Library and get access to:

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You're guaranteed a warm welcome at our Training Centre near Reading.  Get invited to participate in one of our client sessions and experience why top performing salespeople and managers are turning to Sandler.

Client Testimonial

Silke Ahrens, Channel Director, Thycotic

I am responsible for leading our international channel business, serving a network of distributors and channel partners together with my team. We are enjoying fantastic growth, which is creating an intense high speed work environment. When I first started working with Marcus my biggest challenges by far were prioritizing the right things, spending time on the right activities, being a bottleneck and feeling constantly overwhelmed by my workload despite working long days and sometimes weekends. Understanding how to implement the Sandler methodology in a channel context is helping me to create better processes and structures for our channel network, but also freeing up time by working smarter and more efficient. The 1:1 coaching has been remarkable. Marcus' no BS attitude and insistence on preparation prior to the sessions meant I got results very quickly when challenging the status quo. I no longer feel overwhelmed, I am firmly in charge of my time, I have learned to say no to far more than I say yes to and I've recognized the importance of truly connecting with and coaching my team consistently. Most importantly with Marcus help I have been able to foster a new sense of self-awareness which allows me to be truly accountable for my actions and reflect on my business decisions, making me a better manager. Rather than feeling overwhelmed, I now feel excited to work - every day. As long as you are willing to put in the work, I found Marcus to be a great coach who will empower and enable you to grow on both a personal and business level. Working with Marcus has made such a difference to my life that I am highly recommending him to anyone in channel or anyone that wants to leave anxiety caused by poor calendar management behind for good.