How to overcome the challenges of selling through partners including distributors, resellers, dealers, business alliances, and sales agents. This is one of very few books on selling via indirect channels.
What a cracking book! There is very little authoritative material available to help those selling through partners. Our sales training course, Accelerate Sales via Partners seems to stand-alone.
From time to time I look for books on the subject and had failed to find anything I felt relevant until a course participant recommended this book.
Having set up channels in for Sun Microsystems and SGi in the UK, I consider myself a subject expert. This is the first really useful book on the subject that I have come across.
It is a slim volume of 165 pages. John Griffin has written a direct, no nonsense, and insightful guide. If you have a need to set up an international network of distributors or resellers, this book is well worth the hour or two it takes to read. It will save you from the pitfalls and help you succeed.
Not only is it informative, John injects an element of humour and relates many experiential stories. This book is easy to read. I found myself reaching for my highlighter and jotting notes in the margins within a few pages.
John is a regional Managing Director of an American healthcare corporation. He demonstrates great understanding and insight into the trials and tribulations of running a distributor or operating as a middleman. He writes from the first hand perspective and it is obvious that his observations, advice, and recommendations are drawn from extensive personal experience of working with overseas distributors.
If selling through partners and intermediaries is important to you, internationally or locally, get this book and study it. Even the seasoned indirect sales people among you will learn some new stuff. I did.
International Sales and the Middleman
Review by Clive Miller
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