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

Wollan, Robert; Jain, Naveen; Heald, Michael

Hardcover

ISBN 10: 1118496388 ISBN 13: 9781118496381

Publisher: Wiley, 2013

Synopsis

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. 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 profitability Accenture 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.

About this title

About the Author:

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.

From 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.

About this edition

• Publisher: Wiley
• Publication date: 2013
• ISBN 10: 1118496388
• ISBN 13: 9781118496381
• Binding: Hardcover
• Edition number: 1
• Number of pages: 384