Selling Through Someone Else: How to Use Agile Sales Networks and Partners to Sell More, 1st Edition

  • Published By:
  • ISBN-10: 1118526309
  • ISBN-13: 9781118526309
  • DDC: 658.85
  • Grade Level Range: 12th Grade +
  • 12 Pages | eBook
  • Original Copyright 2013 | Published/Released June 2014
  • This publication's content originally published in print form: 2013

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Not every company can be Apple. Most companies will rise or fall based on how well they optimize their selling power through managing their own salespeople and their network of distribution partners. Yet globalization, new competitors, and low-cost threats are reshaping the way sales is happening today - it is time from a fresh look at how analytics, the shift to digital selling and mobile sales tools, and new approaches to sales operations are reshaping the entire sales function. Most books on sales and distribution target only the improvement of the individual salesperson - essentially 'self-help books to improve their individual sales performance. This book tackles the significantly more important opportunities for company growth by taking a fresh look at the entire distribution process, and the way customers engage your products and services through partners, online, iPads/tablets, your traditional sales force, etc. This book demonstrates how, by capitalizing on converging forces, companies can transform the traditional sales and distribution methods to grow revenue. Accenture has helped numerous clients collaborate across IT, Sales, and Marketing to dramatically grow distribution and adapt to the different 'playing field' of today. These companies span multiple industries and are primarily Fortune 500 or Global 500 companies, but the trends and lessons learned are equally relevant to mid-sized enterprises and small-medium businesses owners.

Table of Contents

Front Cover.
Title Page.
Copyright Page.
1: The Rising Impact of Sales and Distribution: Why “Good Enough” Isn't Enough Anymore.
2: Why It's Time to Change Selling: Your Sales Model Is Broken.
3: The Solution—Agile Selling: Growth Can Come from Investing in Your “Selling Force,” Not Just Your “Sales Force”.
4: The Agile Sales and Distribution Ecosystem.
5: Time for a Refresh: The Updated Sales Strategy.
6: Looking for Channel-Selling Innovation?: Four Industries That Stand Out.
7: The New Agile Selling Model and Strategy.
8: Advanced Strategies for Customer Targeting and Lead Generation.
9: A Renewed Focus on the Differentiated Customer Buying Experience.
10: Price Strategies in a Multichannel World.
11: Bringing Science to Selling.
12: Incentives That Drive Performance: Motivating the Right Behaviors with the Right Sales and Marketing Incentives to Optimize ROI.
13: Building the Better Network—Positioning for Success and Effectiveness.
14: Joint Initiatives: A Step Change for Sales Collaboration.
15: A New Look at an Old Problem: Selling to Small- and Medium-Size Businesses.
16: Using Social Media to Engage Buyers, Empower Sellers, and Reinvent the Sales Process.
17: Around the Block or around the World: How to Enter New, Global Markets.
18: Beyond the “Pilot” Phase: The Core Components of the Agile Selling Enterprise—Positioning for Efficiency.
19: The CIO Sales Agenda: How to Build an Advanced Sales and Distribution IT Infrastructure.
20: Tablets, Smartphones, and Apps: The Importance of a Clear, Standardized Mobility Strategy.
21: New Rules for Tools and IT Infrastructure: The Cloud and Agile Tools, Processes, and Systems.
22: Empowering Employees for Selling Success.
23: Profiling and Shaping a High-Performance Sales Force.