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Channel Matters Blog > December 2011
by William Vanderbilt
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A key success factor for channel managers is knowing how, and with whom, to spend precious time and resources.  As with all sales jobs, there is rarely a shortage of opportunities.  Most of the time the issue is identifying which opportunities are worth investing more of the limited resources we have available to us.  Good selling is very much about prioritizing.  The problem is that some partners are experts at sharing a wealth of seemingly great ideas.  Beware of the partner that shares too many great ideas!  They may be a deceiver!