Every channel partner knows that in order to get the sales and profit they want, they need good leads. It is an age-old story and conundrum.

At the MSP Summit, co-located with the Channel Partners Conference & Expo, Nov. 1-4, Terry Hedden, CEO of Marketopia, will attempt to solve the industry’s greatest riddle. He plans to help those leaders who are struggling to attain their organization’s sales goals. In his session, Hedden will convey that why relying on word-of-mouth referrals to feed the sales engine is dependent on the undependable, it's a recipe for frustration at the least and disaster at the worst.

Senior channel leaders will learn how to identify the top KPIs (key performance indicators) for their sales team. The conversation will then shift to the marketing activities needed to achieve your company’s lead-gen requirements.

We sat down with Hedden to get a sneak peak into the session ahead of our show.