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Indirect Sales Channel Management: The Disconnect Between Marketing Reps and their Capabilities
One frustrating thing I dealt with when I was an insurance producer is the disconnect between the marketing reps from the insurance carrier, and the underwriters in terms of their capabilities. This piece would examine disconnects between a solution provider's marketing representatives and their service capabilities. Examples include: Software reseller rep being out of touch with the actual software, financial wholesalers (who sell to advisors) being out of touch with financial product and more.
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