On the Back Cover
Selling Through Someone Else can help any executive charged with driving growth in his or her organization--whether it be the CEO, Chief Sales Officer, Chief Customer Service Officer, CIO, head of human resources, or maybe all of those as a small- or medium-size business owner. This book provides a fresh look at how to use not only your "sales force" but also your "selling force" to expand revenues and market share. The authors from Accenture, one of the world's largest consulting companies, apply lessons learned from their experience working with Fortune 500 and Global 500 companies. They explain how to get smarter about what your customers truly want and effectively leverage independent partner networks, despite complex distribution channels.
Analytics, the shift to digital selling and mobile sales tools, and new approaches to sales operations can reshape the entire sales function. Selling Through Someone Else shows you how to make your company competitive with this new dynamic and iterative selling model-- starting today.
Front Cover Glimpse
Not every company can dominate the market by having a highly coveted product. Most companies will rise or fall based on how well they manage their own salespeople and their network of distribution partners. Yet globalization, new competitors, and low-cost threats have rewritten the rules. It's time to take 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.
Based on the authors' experience at Accenture working with companies all over the world to dramatically transform their selling models, Selling Through Someone Else explains how new ecosystems of partners can be created, managed, and incentivized to drive greater sales and profitability. Learn how to embrace the Agile Selling model, making greater use of all available resources. 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 learn from leaders in these industries, including:
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What the Agile Selling model looks like in practice
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How to build a better network outside your organization and capitalize on new market opportunities
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The core capabilities organizations need to bring Agile Selling to life, including lead generation, incentives, pricing, and analytics
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The core infrastructure needed to sustain relationships with customers, channel partners, and other entities critical to Agile Selling
Experience the growth-multiplier effect by transforming your distribution and sales network. Take the lessons learned from the most resilient Fortune 500 and Global 500 companies and apply them to your operation, no matter its size.
About the Author
Heald was born in England and emigrated with his family in 1972. He has traveled in Europe, working mostly as a squash coach, and has recently completed a Ph.D. researching contemporary poetics.
