How to Enable a New Sales Channel

July 3, 2014

Successful sales organizations have many routes to market.  In other words, they sell via multiple sales channels.  These sales channels can be internal.  Inside, field sales, key accounts, etc.  They can also be external partners selling to a vertical or region.  Point being, sales channels can take many shapes and sizes.  And sales channels will be different dependent on the organization.  But, what do you do when you stand up a new channel?  How do you ensure the success of that channel?

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