DETROIT – Something is broken in tech sales. Most people inside the system feel it.
Sales teams are busy, but pipelines aren’t moving. CRMs are full, but revenue growth is flat.
Marketing automation keeps firing, yet the leads don’t convert.
It’s exhausting. And expensive.
The problem isn’t effort. It’s that the way technology companies sell no longer matches the way buyers buy.
That disconnect is at the center of a new video interview with Rick Beckers, founder and CEO of ChannelSales.pro — a platform built to help technology companies fix broken go-to-market strategies.
The Buyer Has Changed. Most Sales Models Haven’t.
For decades, tech sales followed a familiar playbook: build a list, work the CRM, push outreach, and hope timing lined up. That approach worked — until it didn’t.
Today’s buyers are overloaded. They avoid cold calls. They ignore generic emails. And they do their research long before talking to sales.
Beckers doesn’t sugarcoat it in the video.
Technology companies are still selling like it’s ten years ago — while buyers have already moved on.
Four Decades Inside the Channel
Rick Beckers isn’t new to this conversation. He’s been building and scaling indirect sales channels for more than 40 years, working with technology vendors, MSPs, SaaS firms, cybersecurity companies, and enterprise solution providers.
Long before “AI-powered sales” became a buzzword, Beckers was designing channel ecosystems that connected the right sellers with the right buyers — at the right time.
In the video, he explains why direct sales alone is no longer enough, and why companies that ignore channel strategy are quietly falling behind.
How the ChannelSales.pro Program Actually Works
Rather than chasing volume, ChannelSales.pro focuses on precision.
The model is built around:
Identifying real buyer intent — not just activity
Aligning vendors with the right partners and digital marketplaces
Using automation and data to reduce wasted outreach
Creating scalable, repeatable revenue through indirect channels
Beckers walks through how the program works, who it’s designed for, and why companies stuck in CRM-driven selling often struggle to grow — even with strong products.
This isn’t a theory or a motivational pitch. It’s a practical framework built from decades of experience inside the tech channel.
Why This Matters Right Now
Sales cycles are longer. Budgets are tighter. Buyers are skeptical.
In this environment, more effort doesn’t equal better results. Precision does.
That’s why Beckers’ approach continues to resonate. Industry analysts have described him as a pioneer in channel sales, and his work remains highly relevant as AI, automation, and marketplaces reshape how technology is bought and sold.
Watch the Video
If your organization is:
Struggling with lead generation quality
Seeing diminishing returns from traditional sales tools
Exploring channel sales, partnerships, or marketplaces
Looking for growth without endlessly adding headcount
this conversation is worth watching.
Learn more at ChannelSales.pro
