Скачать или смотреть Winning With Indirect Sales: Driving Results Through Third-Party Partners w/ John Rosati

"Having a system, that engine is so important. I've done it before where it was just sort of haphazard and everyone's running around. It was like that vibrating football game—you just turn it on and hope your pieces get to the other side."

John Rosati has spent 30 years building channel sales engines that create predictable revenue instead of chaos. In this episode, John (channel sales leader at Motorola) reveals his framework for selecting partners, enabling them, and using metrics to drive consistent results.

You'll learn why "willingness and ability to invest" is the #1 partner selection criterion, how co-selling creates the monkey-see-monkey-do effect that accelerates enablement, and why Sandler is the "turbo boost" that makes every other sales tool work better. John also shares how to overcome channel partners' resistance to reporting, why "easy and consistent" is the holy grail, and how dashboards drive competitive behavior.

If you're managing channel partners, selling through distribution, or building a two-tier sales model, this episode gives you the playbook for repeatable success.

🎙️ Guest: John Rosati — Channel Sales Leader, Motorola
🎙️ Host: Mark McGraw — Building Your Sales Engine

👇 Timestamps below 👇
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🎙️ Full podcast episodes: buildingyoursalesengine.com

Links
Sandler: https://www.Sandler.com
Show links: https://linktr.ee/buildingyoursalesen...
Website: https://www.BuildingYourSalesEngine.com
John on LinkedIn:   / johnrosati911  

Chapters
00:00 — Cold Open: The Vibrating Football Game Analogy
01:00 — Welcome & Introducing John Rosati
05:04 — John's Background: From Cold Calls to Channel Leadership
07:20 — Why Channel Partners Add Value: Local Presence & Relationships
10:41 — The Sales Engine Framework: System Over Chaos
15:40 — Partner Selection: Willingness & Ability to Invest
19:16 — Getting Mindshare First, Then Wallet Share
24:47 — Co-Selling & Monkey-See-Monkey-Do Enablement
29:16 — Why Channel Partners Struggle with Sandler (And How to Fix It)
33:26 — Sandler as the "How": Turbo Boost for Other Sales Tools
37:23 — Metrics & Dashboards: Leading Indicators That Drive Behavior
40:04 — Making It Easy to Do Business With: The Holy Grail

#ChannelSales #IndirectSales #ChannelPartners #Distribution #SalesEnablement #PartnerManagement #Sandler #B2BSales