I truly believe Channel sales is 80% nature, 20% nurture. So, how then do you fully train a Channel salesperson, Channel Account Manager, or Partner?
My husband loves to throw out quotes from Glengarry Glen Ross, all the time; "A-I-D-A. Attention, Interest, Decision, Action," or "I'd wish you good luck but you wouldn't know what to do with it if you got it," and of course, "ALWAYS BE CLOSING. Always be closing."