How To Provoke Growth and Value Through Partnerships

#DavidDavies, the Cod Father, former #1 frozen fish salesman and international DJ has spent the past 35 years helping small technology businesses. Dave and I co-wrote #MakingChannelSalesWork #MCSW which has quickly become the go to bible for turning around and/or building successful #SalesChannels, #Alliances and #Partnerships.

Lack of Boardroom congruence, misalignment and an unhealthy focus only on empirical data, silos and empire building instead of focusing on having the biggest positive impact. Dave introduces the idea of developing a #ValueProvocation instead of a #valueproposition. This is only possible if you have a clear, singular vision. A failure to have that cohesive vision and aligned focus, means that teams you will suffer from organisational Chinese whispers.

People step as led. Executives often send unintended messages with how they behave and what they measure but these fly in the face of their stated intent. In the channel, this is amplified and the positive or negative impact is even greater.

We discuss what makes for successful channel development, the importance of being committed to developing and growing other people's businesses, the vital qualities of being able to train and coach how to sell to your end user. Developing channels is hard. Really, really hard. What are the mistakes vendors make when building their channels, hiring channel managers and channel chiefs, identifying the right kind of partners, the critical importance of understanding how to run a partner's business. Hiring channel managers who were big, swinging enterprise Richards at a megalithic vendor rarely work out.

How will Covid impact sales, and what is the opportunity this represents to capitalise by building your channel with cultural experts locally? We discuss the faux pas trap faced by non-local salespeople and culturally unaware leadership.

This episode is packed with warnings signs, real world advice that has been learned from our 70+ years combined scar tissue, great advice that works when building a partner-centric, customer-centric channel to deliver a win-win-win outcome. BRING A PEN AND PAPER to this episode. Listen more than once.

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Email: david.davies@sandler.comTwitter: SandlerTV--

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