channel sales
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How Most Companies Get Sales Team Structure Wrong
- June 6, 2026
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most companies overcomplicate sales team structure with too many roles and expensive BDR teams. Discover why simplifying to Hunters + Account Managers, fixing channel sales, and addressing weak management + infrastructure delivers far better results.
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Dave Kurlan’s 23 Steps to Improved Channel Sales
- May 8, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When you purchase a car, do you consider yourself a customer of the dealer you bought or leased it from, the auto maker, or both?
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The Crucial Channel Sales Strategy You Can’t Get Wrong
- October 29, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
