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)

 

If you want to come to one of my Master Classes or book me to speak at your channel or sales kick off my number is 0118 940 4150