CEOs of innovative tech companies that are ready to bring their product to market can travel down two paths: direct sales reps or channel partners. While both alternatives provide unique advantages, channel sales have become increasingly appealing for many a Silicon Valley and venture-backed start-up.
Improved Credibility
The most overt benefit of an entrepreneurial firm opting for the channel is the instant access they gain to partners’ existing customer relationships. For a product that isn’t fully established in the market, consumers likely won’t know to look for your specific offering or brand.
Productive channel partners are in tune with their customers’ wants, so if your product fills a demand gap while also making the partner money, they’ll be willing and able to push it all day long.…
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There are a gazillion new books, magazines and blog posts giving sales advice. Each one seems to take on a new phrase, new framework or new methodology. Few resources ever advise you on the things you need to STOP doing.
Q. I’ve seen you point out the question “Anything else?” as one of your “really good sales questions”. I see it as a close-ended question. Is “What else can I do?” as effective, or more or less effective?
