The Real Reason Sales Partners Aren’t Delivering

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You partnered with a distributor, integrator, or local sales rep to open doors in Canada. They have a solid network, local knowledge, and seemed like a perfect fit. But the results? Disappointing. Low activity. Few leads. No traction.

This video unpacks a key — and often overlooked — mistake: failing to understand the motivation of your sales partner. It’s not about competence or integrity. It’s about alignment.

Here’s what we cover:
Why selling through partners is a double sale — they need to buy in first
How to make your solution valuable to the intermediary
The role of substitution, opportunity cost, and relevance
Why asking how to make their job easier changes everything
How to adapt your strategy, message, and materials based on their feedback
The importance of co-created monitoring and progress metrics

If you're doing business in Canada and relying on intermediaries, this video will help you shift from frustration to real results — by learning how to support your partners and align incentives.

Subscribe for more content on selling smarter, growing internationally, and making your business work in the Canadian market.

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