The Hybrid Sales Channel: How to Ignite Growth by Bridging the Gap Between Direct and Indirect Sales (Business Books)

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9780071845328: The Hybrid Sales Channel: How to Ignite Growth by Bridging the Gap Between Direct and Indirect Sales (Business Books)
Reseña del editor:

The new book from global sales performance giant Miller Heiman! Gives you the best practices for combining direct and indirect sales channels to dramatically improve growth

The world of complex sales is going through major changes. Large organizations are morphing their existing channel models to address changing customer buying habits and changing needs in their own internal cost models and sales productivity. The outcome of these changes is the creation of more “hybrid” channel models, where the traditional lines between direct and indirect sales are becoming very blurred.

The Hybrid Sales Channel gives sales you the tools to effectively leverage your indirect and direct sales channels together in a hybrid approach to differentiate yourself in the marketplace. It reveals key best practices across industries that can guide you to immediate action to create growth results.

Contraportada:


"The Hybrid Sales Channel takes us on a trip to a promising land of rich possibilities. The book is part Broadway play, part sales strategy playbook, and part time-tested sales bible that offers many profitable 'aha' moments that will lead sales executives to explore the many benefits of a hybrid sales channel strategy. The good news is that MHI is the leader in this growing field and Rich is their top thought leader on the subject. Rich is not only a superb storyteller, but he also makes a very convincing case for embracing the new model that can help you create far more customers."
?Gerhard Gschwandtner, Publisher, Selling Power

“Nothing in business starts until somebody sells something. Focusing on igniting sales should be the challenge of the day every day--a challenge shared by every member of a customer-focused company that wants to be world-class. Rich has spent the time to listen, to learn, and to lead change. He has the knowledge and the heart to make you outrageously successful.”
?David Richard, VP of Global Services, North America (retired), IBM Corporation

“Most organizations claim to be ‘customer centric,’ but in reality they are merely paying lip service to the philosophy. Customer 3.0 has arrived and any company who does not place them at the center of their universe will allow the competition to thrive.
    “Rich Blakeman doesn’t just discuss how critical it is to have round pegs in round holes; he also provides a superb comprehensive route map. The very best sales professionals are now specialists--the days of the 'generalist' are numbered and soon they will be consigned to the annals of history. This is a must-read for anyone who wishes to not only survive but who has a desire to thrive.”
?Jonathan Farrington, CEO, Top Sales World

The Hybrid Sales Channel is crisp and on target regarding the misstep of working to maximize both direct and indirect sales channels separately, versus in concert. While change will be met with fear and resistance, Blakeman outlines paths that can help in a ‘back of a napkin’ approach?while at the same time providing the roadmap and tools to take it to execution and results.”
?Robert M. Peterson, Ph.D., White Lodging Professor of Sales, Northern Illinois University

The Hybrid Sales Channel articulates precisely and concisely what a so-called Hybrid Sales Channel is and further gives a detailed how-to to effectively thrive and successfully sell through this somewhat mysterious channel.  This book is highly recommended reading for both the neophyte to the hybrid sales channel, and to those like I who want to just reduce their ignoramus quotient.”
?Robert B. “Bob” Miller, Founder, Miller Heiman, Inc.

The Hybrid Sales Channel is a conversation starter for organizations interested in aligning sales paradigms with how customers buy and creating a shared vision for organic growth. Through a mix of storytelling, actionable concepts, and thoughtful illumination of all sides of the vendor-partner-customer dynamic, Rich quickly and succinctly lays out a roadmap for success. This isn’t your ordinary journey. Be prepared to walk away eager to solve some very interesting sales challenges and untangle relationships between direct and channel sales to foster organic, long-term growth.”
?Heather K. Margolis, Founder and President, Channel Maven Consulting

“In his book Rich tackles today’s big routes to market question: What is and how do you manage a hybrid sales channel? This book is a must for both traditional channel and direct sales leaders offering real-life insights and practical advice on how to minimize conflict. Importantly Rich reminds us that the key question should be not which route or routes to market are best for you, but which will most effectively serve the needs of your customers and prospective customers.”
?Rod Baptie, President, Baptie & Company Ltd.

“Plain and simple, sales leaders succeed by producing organic revenue growth. This is a versatile and highly sensible guide to driving organic revenue growth by fully utilizing the talent, relationships, product, and overall strength of both internal sales professionals and channel partners. Rich tells a story and illustrates a playbook for getting the most out of direct and indirect channels by closing the gaps between them and in turn, maximizing organic growth. I will put these practices in place immediately in my own sales organization. Thanks, Rich!”
?Lane Brannan, SVP Global Sales, Four Winds Interactive

“In The Hybrid Sales Channel, Rich Blakeman has laid out a very thoughtful and succinct approach to maximizing growth. With such fundamental tenants as keeping the customer at the center of what you do, understanding the customer will buy the way they want to buy and not the way you want to sell, realizing nobody “owns” the customer, and connecting with the customer by aligning your sales process to their buying process, Rich has done a brilliant job of leveraging all sales channels through a singular, customer centric, approach. A must-read for all people looking to optimize their distribution channels.”
?Bob Picinich, SVP of Sales Effectiveness (retired), Global U.S.-based insurance firm

 

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Descripción McGraw-Hill Education - Europe, United States, 2016. Hardback. Estado de conservación: New. 262 x 126 mm. Language: English . Brand New Book. The new book from global sales performance giant MHI Global! Gives you the best practices for combining direct and indirect sales channels to dramatically improve growth The world of complex sales is going through major changes. Large organizations are morphing their existing channel models to address changing customer buying habits and changing needs in their own internal cost models and sales productivity. The outcome of these changes is the creation of more hybrid channel models, where the traditional lines between direct and indirect sales are becoming very blurred. The Hybrid Sales Channel approaches market coverage with a fresh perspective and gives you the tools to effectively leverage your indirect and direct sales channels together in a hybrid approach to differentiate yourself in the marketplace. It reveals key best practices across industries that can guide you to immediate action to ignite growth. MHI Global is the leading worldwide company devoted to improving sales performance and customer management excellence through the combined expertise and experience of 5 powerhouse brands: Miller Heiman, AchieveGlobal, Huthwaite, Channel Enablers and Impact Learning Systems. Nº de ref. de la librería AA39780071845328

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Descripción McGraw-Hill Education - Europe, United States, 2016. Hardback. Estado de conservación: New. 231 x 160 mm. Language: English . Brand New Book. The new book from global sales performance giant MHI Global! Gives you the best practices for combining direct and indirect sales channels to dramatically improve growth The world of complex sales is going through major changes. Large organizations are morphing their existing channel models to address changing customer buying habits and changing needs in their own internal cost models and sales productivity. The outcome of these changes is the creation of more hybrid channel models, where the traditional lines between direct and indirect sales are becoming very blurred. The Hybrid Sales Channel approaches market coverage with a fresh perspective and gives you the tools to effectively leverage your indirect and direct sales channels together in a hybrid approach to differentiate yourself in the marketplace. It reveals key best practices across industries that can guide you to immediate action to ignite growth. MHI Global is the leading worldwide company devoted to improving sales performance and customer management excellence through the combined expertise and experience of 5 powerhouse brands: Miller Heiman, AchieveGlobal, Huthwaite, Channel Enablers and Impact Learning Systems. Nº de ref. de la librería AA39780071845328

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