Go-to-market strategies keep evolving, but one thing that hasn’t gone away is the ever present challenge of channel conflict. This is especially true in regions or market segments where you co-sell with your partners. How do you get your own reps to give up control in exchange for the powerful returns partners can bring? Rich Blakeman, author of The Hybrid Sales Channel, shares how to drive revenue and profits through a sales methodology that reduces conflict and leverages the unique strengths of direct and channel sales.

Here are 5 things I learned from Rich about effective co-selling with partners: