Unscripted: Mastering Channel Sales with John McCabe

I have the great pleasure of hosting John McCabe and having a comprehensive discussion on the intricacies of channel sales and partner relationships in the tech industry. McCabe, with 25 years of experience, especially the last decade in channel partner sales, shares insights into building successful channel programs, the importance of partner relationships, and the challenges of navigating the sales ecosystem. They delve into strategies for maintaining partner engagement, the significance of deal registration, and the dynamics of forecasting in channel sales. Additionally, McCabe provides real-world examples from his career, highlighting the importance of trust, communication, and strategic alignment with partners.

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