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

ISBN: 9780071845328
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Overview

Customers are changing the way they buy. Why arenā€™t you changing the way you sell?

Todayā€™s customers have more buying options than ever before. They donā€™t care if itā€™s direct or indirect. They donā€™t mind if itā€™s not your preferred sales model. And they donā€™t like it when you try to tell them how to buy from you. If you want your customers to keep buyingā€”and your company to keep growingā€”you need to rethink and retool the way youā€™re selling. You need to go ā€œhybrid.ā€

The Hybrid Sales Channel shows you how to integrate, invigorate, and maximize the direct and indirect sales channels you already haveā€”so youā€™ll be able to:

  • SELL MORE. Grow your sales organically and exponentially faster.
  • SELL MORE EFFICIENTLY. Align the right resources from all sales channels to the right selling opportunities.
  • SELL IN THE WAYS THAT CUSTOMERS WANT TO BUY. Focus on how your customer buys, not on how you want to sell.

Developed by the sales performance leaders at MHI Global, this test-driven, customer-based approach to selling will revolutionize your sales channels, reenergize your sales teams, and reignite your sales growthā€”efficiently, holistically, and rapidly. This is the future of direct and indirect sales, a newly organized, easily implemented sales model inspired by a changing market and empowered customer base. With The Hybrid Sales Channel, youā€™ll have the best of all worldsā€”and get the best of all results.

If youā€™re like most companies, you probably think your direct and indirect sales channels are more than sufficient for handling customersā€™ needsā€”and you donā€™t need to spend time or money developing a ā€œhybridā€ version of what you already have. But the truth is: you do. The truth is: a higher and higher percentage of customers are buying through partners and less through direct channels. The truth is: You need to adapt to the marketā€”and you need to do it nowā€”using The Hybrid Sales Channel.

This fully intergrated, fully operational approach to selling is built on the same concept as a hybrid car with dual engines working in perfect harmony for maximum efficiency. This step-by-step guide shows you how to put it all togetherā€”quickly, easily, and affordably. Learn how to:

  • Merge two methodologies to ignite new growth
  • Drive more sales, better sales, and faster sales
  • Speak to your core customer using The MHI Global Sales System (TM)
  • Remove competition and confusion between routes to market
  • Prepare for territory level execution and larger market coverage
  • Improve company alignmentā€”and make extraordinary things happen

However you decide to sell your products or services, the customer will ultimately decide how they want to buy them. The Hybrid Sales Channel gives you the tools you need to adapt to changing customer habits in the fastest, most efficient way possible. Youā€™ll find sales-targeted tips for choosing the right coverage for the right opportunity, money-saving strategies to avoid duplicate work, and cross-checking techniques to keep direct and indirect sales running smoothly. Youā€™ll also discover fascinating real-world examples of hybrid sales in action, and learn the best practices of the biggest sellers across the globe.

With The Hybrid Sales Channel, you can turn your direct and indirect engines into one perfectly running machine that generates sales, ignites growth, and keeps your customers coming back for more.

Rich Blakeman is Managing Director of the Channel Sales Center of Excellence for MHI Global. For the past thirty-five years, he has led sales and marketing for vendor and partner firms of industry leaders like Oracle, Microsoft, Siemens, Lotus, and IBM.

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: Channel Enablers, Miller Heiman, AchieveGlobal, Huthwaite, and Impact Learning Systems.

This book title, The Hybrid Sales Channel: How to Ignite Growth by Bridging the Gap Between Direct and Indirect Sales, ISBN: 9780071845328, by Rich Blakeman, published by McGraw-Hill Education (December 4, 2015) is available in hardcover. Our minimum order quantity is 25 copies. All standard bulk book orders ship FREE in the continental USA and delivered in 4-10 business days.

Unlike Amazon and other retailers who may also offer The Hybrid Sales Channel: How to Ignite Growth by Bridging the Gap Between Direct and Indirect Sales books on their website, we specialize in large quantities and provide personal service, from trusted, experienced, friendly people in Portland, Oregon. We offer a Price Match Guarantee, and QuickQuote form, to make purchasing quick and easy.

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Product Details

Author:
Rich Blakeman
Format:
Hardcover
Publisher:
McGraw-Hill Education (December 4, 2015)
Language:
English
Audience:
General/trade
ISBN-13:
9780071845328
ISBN-10:
0071845321
Weight:
17.44oz
File:
McGrawHill-MH_ONIX_V30_US_onix30_all(24_03_26)-20240326.xml
Folder:
McGrawHill
As low as:
$19.80
List Price:
$36.00
Dimensions:
4.2" x 6.9" x 0.6"
Publisher Identifier:
P-MCGRAW
Discount Code:
B
Case Pack:
18
Pages:
240

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