Selling Through Someone Else: How to Use Agile Sales Networks and Partners to Sell More
| Author | : | |
| Rating | : | 4.62 (730 Votes) |
| Asin | : | 1118496388 |
| Format Type | : | paperback |
| Number of Pages | : | 376 Pages |
| Publish Date | : | 2013-07-29 |
| Language | : | English |
DESCRIPTION:
The authors, from Accenture, one of the world's largest consulting companies, explain how companies can be smarter about what their customers truly want and maximize the return on investment from all available resources for growth opportunities by exploring creative distribution options, including leveraging partners, online outlets, iPads/tablets, your traditional sales force, and more.Selling Through Someone Else demonstrates that traditional approaches are no longer effective and how, by capitalizing on converging forces, companies can transform their "sales" approaches to grow revenue, and enhance customer and brand loyalty.Explores how globalization, new competitors, and low-cost threats are reshaping the way sales is happening today, and how to prepare your company to be successful in this new dynamic and iterative selling modelShows how analytics, the shift to digital selling and mobile sales tools, and new approaches to sales operations can reshape the entire sales functionDemonstrates how new ecosystems of partners are created, managed, and incented to drive greater sales and profitabilityAccenture has helped numerous clients collaborate across IT, Sales, and Marketing to dramatically grow distribution and adapt to the different "playing field" of today. Selling through Someone Else applies the trends and lessons learned from Fortune 500 and Global 500 companies to mid-sized enterprises and
Yet globalization, new competitors, and low-cost threats have rewritten the rules. Take the lessons learned from the most resilient Fortune 500 and Global 500 companies and apply them to your operation, no matter its size.. Companies need to be smarter about what their customers truly want and maximize the return on investment by exploring creative distribution options, including leveraging partners, online outlets, iPads and tablets, your traditional sales force, and more.Using real case studies from four industries that already use the Agile Selling model—consumer goods manufacturing, pharmaceuticals, insurance, and electronics and high tech—Selling Through Someone Else highlights what you can le
"Effective way to growth - having a selling force not just a sales force" according to Amazon Customer. Everyone admits current sales processes are broken. Growth is negligible and over 60% of salespeople fail to make quota (CSO Insights). Few authors offer workable solutions. "Selling Through Someone Else" by Mr. Wollan does offer path to growth and sales success: build a selling force instead of just . Relationship selling -leveraging all contacts Authors takes you step by step through every major touch point facing organizations today. Pricing issues, selling to small co's, employee engagement in the selling process, social media( the good and the ugly). I run sales for my company and believe this book "nailed it" as far as capturing what is i. Nichole S. said book for SMB. This book is for a small company that is looking to set up distribution channels. I was looking for a book on how to better engage with channel partners.
Robert holds seven patents for innovations in customer relationship management. ROBERT WOLLAN is the Global Managing Director of Accenture's Management Consulting Customer Relationship Management practice. Formerly holding executive positions in the industry, he brings personal experience in both change and operations.. He leads a global team of professionals skilled in customer-centric marketing, sales, service, and customer operation