Brian Sullivan, VP of Enterprise Selling talks with Marcus Cauchi and Dave Davies about Channel Selling in the Enterprise World. In this episode:

• What makes channel selling different than direct sales?
• Is channel sales just full of rookies and the bad sales people?
• The huge amount of revenue generated via channel sales worldwide
• How a framework for your channel sales can minimize your risk
• What if your partner sales people might sell your competitors products?
• How to work collaboratively to qualify and win big enterprise deals
• What vendors working with partners can do to improve the buying experience
• How systems set you free
• How to avoid critical mistakes with your channel
• How to contact Marcus and Dave

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