Channel Sales Strategy

Business development approach focused on selling through trusted intermediaries like MSPs (Managed Service Providers) rather than direct sales, leveraging existing customer relationships and partner credibility.

3 episodes

Parallel Entrepreneurism: Shipping Startups Side by Side | Kirby Winters, Ep 50

Parallel Entrepreneurism: Shipping Startups Side by Side | Kirby Winters, Ep 50

Kirby Winters discusses launching multiple ventures simultaneously using AI-powered development, including Cyber Savi (a compliance automation platform), a vodka brand, and Unshucked (an oyster tracking app). He explains how agentic AI enables building production-ready software in weeks instead of years, the shift from consulting to outcome-based services, and strategies for selling cybersecurity compliance tools through MSP channel partners.

Leadership, Resilience, and Sales Mastery | Rich Makover, Ep 16

Leadership, Resilience, and Sales Mastery | Rich Makover, Ep 16

Rich Makover, a fractional Chief Revenue Officer and executive coach at TechCXO, discusses his journey from Penn State lacrosse player to CPA to sales leadership at Avon and beyond. He shares insights on hiring athletes for sales roles, the importance of resilience over winning, situational coaching methodologies, and his transition to fractional leadership and executive coaching, including his decade-long mentoring program for Penn State lacrosse.

Mastering UK-US Market Entry from Either Side of the Pond | Marc McCarthy, Ep 13

Mastering UK-US Market Entry from Either Side of the Pond | Marc McCarthy, Ep 13

Marc McCarthy, founder of Pro Consult IQ, discusses the complexities of B2B software expansion between UK and US markets. He covers cultural sales differences, regulatory considerations across US states, the importance of hiring locally, and strategic decisions around partnerships versus direct market entry. McCarthy emphasizes that shared language creates false assumptions about ease of expansion, and successful cross-Atlantic growth requires understanding time zones, legal frameworks, pricing strategies, and customer expectations that differ significantly between markets.

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