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Rich Blakeman – THE HYBRID SALES CHANNEL : How To Ignite Growth By Bridging The Gap Between Direct And Indirect Sales
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Rich Blakeman – THE HYBRID SALES CHANNEL : How To Ignite Growth By Bridging The Gap Between Direct And Indirect Sales
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Rich Blakeman – THE HYBRID SALES CHANNEL : How To Ignite Growth By Bridging The Gap Between Direct And Indirect Sales
Rich Blakeman – THE HYBRID SALES CHANNEL : How To Ignite Growth By Bridging The Gap Between Direct And Indirect Sales
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The Hybrid Sales Channel

Rich Blakeman
BRAND NEW, PAPERBACK
Rich Blakeman
BRAND NEW, PAPERBACK

RM32.00

Customers Are Changing The Way They Buy ,Why Aren’t You Changing The Way You Sell?

ISBN 9780071845328
Book Condition BRAND NEW
Format PAPERBACK
Publisher McGraw-Hill Education
Publication Date 4/12/2015
Pages 240
Weight 0.54 kg
Dimension 17.5 × 10.7 × 1.5 cm
Availability: Out of stock

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Description

The new book from global sales performance giant MHI Global will 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.

Today’s customers have more buying options than ever before.

They don’t care if it’s direct or indirect.

They don’t mind if it’s not your preferred sales model.

And they don’t like it when you try to tell them how to buy from you.

If you want your customers to keep buying―and your company to keep growing―you need to rethink and retool the way you’re selling.

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.

You need to go “hybrid.”

The Hybrid Sales Channel shows you how to integrate, invigorate, and maximize the direct and indirect sales channels you already have―so you’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 growth―efficiently, holistically, and rapidly.

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 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, you’ll have the best of all worlds―and get the best of all results.

If you’re like most companies, you probably think your direct and indirect sales channels are more than sufficient for handling customers’ needs―and you don’t need to spend time or money developing a “hybrid” 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 market―and you need to do it now―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 together―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 alignment―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.

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.

You’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.

You’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.

About the Author
Rich Blakeman has been in a sales leadership role at Miller Heiman since 2006, following 30+ years in sales and marketing leadership in global vendor and partner firms. He is now Managing Director, taking global responsibility for the MHI Global Channel Sales Center of Excellence.

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