This article explores the seismic shift in channel sales brought on by tighter budgets, longer decision cycles, and AI disruption. It emphasizes that reactive selling is no longer effective; instead, sellers must now create demand and demonstrate real business value. It outlines the growing complexity of buying committees, the critical role of partner enablement, and the need for continuous skill development. The article concludes that channel success now depends on equipping partners with advanced sales capabilities and leveraging AI for operational efficiency, all while fostering strong partner relationship management.
A strategic guidebook for driving partner performance, enabling value-first selling, and scaling growth in a buyer-resistant market.
Download your COMPLIMENTARY COPY of The Channel Sales Playbook: Skills, Strategy, and Growth Guide. A strategic guidebook for driving partner performance, enabling value-first selling, and scaling growth in a buyer-resistant market.

Mastering SaaS Sales in a Demand-Neutral Market
In this engaging podcast episode, Chris Orlob, CEO of pclub.io, and Sugata Sanyal, Founder & CEO of ZINFI Technologies, explore the rapidly changing landscape of SaaS sales. As the market shifts to a demand-neutral environment, traditional sales strategies face new challenges. Chris and Sugata discuss advanced techniques essential for SaaS sales professionals to remain competitive. Their conversation offers valuable insights into adapting strategies, mastering new skills, and thriving in this evolving market. This episode is a must-listen for anyone looking to stay ahead in the SaaS industry.
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