Winning With Indirect Sales: Driving Results Through Third-Party Partners w/ John Rosati

"Having a system, that engine is so important. I've done it before where it was just sort of haphazard and everyone's running around. It was like that vibrating football game—you just turn it on and hope your pieces get to the other side." John Rosati has spent 30 years building channel sales engines that create predictable revenue instead of chaos. In this episode, John (channel sales leader at Motorola) reveals his framework for selecting partners, enabling them, and using metrics to drive consistent results. You'll learn why "willingness and ability to invest" is the #1 partner selection criterion, how co-selling creates the monkey-see-monkey-do effect that accelerates enablement, and why Sandler is the "turbo boost" that makes every other sales tool work better. John also shares how to overcome channel partners' resistance to reporting, why "easy and consistent" is the holy grail, and how dashboards drive competitive behavior. If you're managing channel partners, selling through distribution, or building a two-tier sales model, this episode gives you the playbook for repeatable success. 🎙️ Guest: John Rosati — Channel Sales Leader, Motorola 🎙️ Host: Mark McGraw — Building Your Sales Engine 👇 Timestamps below 👇 ✅ Like + Subscribe for more expert sales insights 🎙️ Full podcast episodes: buildingyoursalesengine.com Links Sandler: https://www.Sandler.com Show links: https://linktr.ee/buildingyoursalesen... Website: https://www.BuildingYourSalesEngine.com John on LinkedIn:   / johnrosati911   Chapters 00:00 — Cold Open: The Vibrating Football Game Analogy 01:00 — Welcome & Introducing John Rosati 05:04 — John's Background: From Cold Calls to Channel Leadership 07:20 — Why Channel Partners Add Value: Local Presence & Relationships 10:41 — The Sales Engine Framework: System Over Chaos 15:40 — Partner Selection: Willingness & Ability to Invest 19:16 — Getting Mindshare First, Then Wallet Share 24:47 — Co-Selling & Monkey-See-Monkey-Do Enablement 29:16 — Why Channel Partners Struggle with Sandler (And How to Fix It) 33:26 — Sandler as the "How": Turbo Boost for Other Sales Tools 37:23 — Metrics & Dashboards: Leading Indicators That Drive Behavior 40:04 — Making It Easy to Do Business With: The Holy Grail #ChannelSales #IndirectSales #ChannelPartners #Distribution #SalesEnablement #PartnerManagement #Sandler #B2BSales