Selling Through Someone Else - How to Use Agile Sales Networks and Partners to Sell More

Informationen zum Autor ROBERT WOLLAN is the Global Managing Director of Accenture's Management Consulting Customer Relationship Management practice. He leads a global team of professionals skilled in customer-centric marketing, sales, service, and customer operations, and drives major growth areas across the industries Accenture serves globally. Robert holds seven patents for innovations in customer relationship management. He coauthored The Social Media Management Handbook, a practical guide to implementing key social media strategies and achieving business goals.NAVEEN JAINIS the Managing Director of Accenture's Management Consulting - CRM Sales Transformation practice. His teams help increase sales organization productivity and effectiveness and provide strategic insights, func??tional expertise, and global implementation skills to help clients maximize profitability by transforming customer relationships across all of the industries Accenture serves globally.MICHAEL HEALD is the Managing Director of Accenture's Communications, Media, and Technology Sector, Management Consulting West practice. His teams focus on the unique and dynamic needs of communications, media, and technology companies, including how to deliver greater results from sales forces and sales channel partners. Formerly holding executive positions in the industry, he brings personal experience in both change and operations. Klappentext Experience the growth multiplier effect through transforming the distribution and sales networkSelling Through Someone Else tackles new opportunities to drive company growth by taking a fresh look at the customer smart distribution and sales process. 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 model* Shows how analytics, the shift to digital selling and mobile sales tools, and new approaches to sales operations can reshape the entire sales function* Demonstrates 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 small-medium businesses owners.Experience the growth multiplier effect through transforming the distribution and sales network Selling Through Someone Else tackles new opportunities to drive company growth by taking a fresh look at the customer smart distribution and sales process. Inhaltsverzeichnis Preface viSection I THE RISING IMPACT OF SALES AND DISTRIBUTION: WHY "GOOD ENOUGH" ISN'T ENOUGH ANYMORE 11 Why It's Time to Change Selling: Your Sales Model Is Broken 3Robert Wollan2 The Solution--Agile Selling: Growth Can Come from Investing in Your "Selling Force," Not Just Your "Sales Force" 20Robert Wollan3 The Agile Sales and Distribution Ecosystem 38Mike Heald and Paul Neumann4 Time for a Refresh: The Updated Sales Strategy 51Naveen Jain and Varun Ratta5 Looking for Channel-Selling Innovation? Four Industries That ...

Product details

• Authors: Michael Heald, Navee Jain, Naveen Jain, Rober Wollan, Robert Wollan, Robert Jain Wollan
• Publisher: Wiley, John and Sons Ltd
• Languages: English
• Product format: Hardback
• Released: 01.02.2013
• EAN: 9781118496381
• ISBN: 978-1-118-49638-1
• No. of pages: 384
• Subject: Social sciences, law, business > Business > Advertising, marketing