Can you actually sell more with fewer salespeople? Michael Schmidtmann and Salwa Scarpone think it’s possible.

Schmidtmann and Scarpone argue that the sales landscape has changed drastically and partners need to evolve. The firms that think outside the box will find revenue pouring in from places they never expected.

The two experts will head up a sales and marketing session called “The Revenue Engine of the Future” during the MSP Summit, collocated with the Channel Partners Conference & Expo, Nov. 1-4, in Las Vegas. Schmidtmann is the managing partner of Trans4mers, which gathers sales executives for peer groups, training and coaching. Scarpone is a marketing and event consultant that the channel knows well for the many events and programs she’s helped host and launch.

Here, Scarpone and Schmidtmann talk about the “seven customer acquisition and development stages” in an interview with Channel Futures. You’ll need to attend the session (Nov. 1 at 4 p.m.) to get the details, but the Q&A below is a preview.