In this episode, Ellis Campbell sits down with Alex Whitford, VP of Partners and Operations Channext to talk about his background in channel and partnerships sales.

Having met one another in their very first sales training session more than 8 years ago, Ellis and Alex chat about everything from the benefits of channel and partnership sales, why salespeople should consider it as a career path, and crucially, how to get started.

TIMESTAMPS
01:10 - How did you get into channels and parternerships?
02:40 - Why those entering the sales industry should go into channel sales
06:10 - Why channel sales is such a good business route
07:05 - Why is it important for startups to invest into channel sales sooner rather than later
10:15 - What are the core differences in skillsets between a core sales rep and a channel sales rep
13:16 - How do you initiate conversations in channel sales?
15:50 - The biggest challenge in channel sales
16:26 - Generating inbound demand in channel sales
17:24 - Focus is critical in channel sales
18:15 - How to manage freemium models in channel sales
18:55 - Why clarity is key in sales
21:05 - The importance of product fit in sales
21:50 - Customer success focused business
22:55 - Be selective with the partners you bring on
24:20 - How to get a partnerships model off the ground

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FOLLOW US

Selligence: https://www.linkedin.com/company/selligence
Alex Whitford: https://www.linkedin.com/in/alex-whitford/