Joining me on this episode of Accelerate! is Jay McBain, CEO of ChannelEyes, a software company that helps vendors drive and manage channel partner sales. Among the topics Jay and I discuss are why more companies are looking to build their business through channel sales partners, how channel sales are transforming entire industries, the tools that are needed to effectively service and support channel partners, and much more. Join us now!
[4:11] Jay says, customers today tend to know more than the sales representatives about the product and it’s difficult to stay ahead of the customer.
[6:04] Do your channel managers have the right tools to work with their reseller partners?
[8:04] Why companies are overlooking sales opportunities by not using channel partners. Jay points out that 60% of all U.S. GDP happens indirectly, through channels.
[11:03] Why you may be chasing a deal that has almost no chance of closing.
[12:47] Jay describes how to use channel partner data points to increase the accuracy of your predictive analysis.
[19:14] Jay describes how channel sales are transforming industries; noting 85% of major accounting firms surveyed say they are transitioning into technology service companies rather than just financial accounting companies.
[20:05] How the rapidly changing decision making environment is affecting the sales process. (According to Gartner’s report, 72% of all IT related decisions are now made by department business line executives, such as VPs of Marketing, Sales, Operations, Finance, and more.)
What’s your most powerful sales attribute?Persistence.
Who is your sales role model?Lee Iacocca.
What’s one book that every salesperson should read?The Tipping Point, by Malcolm Gladwell.
What music is on your playlist right now?
Sadcore break up songs.