CHAPTER ONE
A Story of a Hybrid Sales Channel—How It All Began
Act One: It All Started on a Cocktail Napkin
All good sales stories do, don’t they?
In this case, it began with a sales manager and one of her direct sales reps, sitting at the Altitude Bar in Singapore. The manager calmly looked out from the highest point in the city, while the sales rep was fretting over the largest quota he’d ever been given—$7 million!
John had made his number every year for the past five years, but Jasmine was new to the company and new to this industry segment. John had seen plenty of managers come and go during his days, but he wasn’t sure about this one. His peers had told him there was something different about her so John had his “new boss” antennae turned ...
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