61. Winning Through the Channel: Mindset, Trust, and Execution

Channel sales is more than a route to market — it’s a relationship. In this episode of B2B Sales Trends, Mike Hennings, VP of Business Development at Hubbell Inc., joins Harry Kendlbacher to unpack what it really takes to win with and through your partners. They cover: - Why starting with the right mindset is critical for effective channel strategy - How to build genuine trust and alignment with distribution partners - What true execution looks like — from sales enablement to structured go-to-market motions Mike also shares how his team is rethinking partner engagement and empowering field sellers to drive shared success. If you're a leader looking to elevate your channel approach and build partnerships that truly move the needle, this episode is for you.