Selling through someone else : how to use agile sales networks and partners to sell more

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Title:

Author:

Wollan, Robert, 1957-

ISBN:

9781118496381

Personal Author:

Wollan, Robert, 1957-

Physical Description:

viii, 376 pages ; 24 cm

Contents:

Part 1: The rising impact of sales and distribution: Why "good enough" isn't enough anymore. Why It's Time to Change Selling: Your Sales Model Is Broken / Robert Wollan ; The Solution--Agile Selling: Growth Can Come from Investing in Your "Selling Force," Not Just Your "Sales Force" / Robert Wollan ; The Agile Sales and Distribution Ecosystem / Mike Heald and Paul Neumann ; Time for a Refresh: The Updated Sales Strategy / Naveen Jain and Varun Ratta ; Looking for Channel-Selling Innovation? Four Industries That Stand Out / Robert Wollan, Anne O'Riordan, Jean-Laurent Poitou, Fabio Vacirca, and John L. DelSanto--^ Part 2: The new agile selling model and strategy. Advanced Strategies for Customer Targeting and Lead Generation / Lan Guan and Golnar Pooya ; A Renewed Focus on the Differentiated Customer Buying Experience / Ron Ref and Ami Palan ; Price Strategies in a MultichannelWorld / Tom Jacobson, Cecilia Nguyen, Tiffany Gilbert, and Julian Short ; Bringing Science to Selling / Jan Van der Linden ; Incentives ThatDrive Performance:Motivating the Right Behaviors with the Right Sales and Marketing Incentives to Optimize ROI / Jason Angelos and Gary Singer--^ Part 3: Building the better network--positioning for success and effectiveness. Joint Initiatives: A Step Change for Sales Collaboration / Mike Heald, Paul Neumann, and Golnar Pooya ; A New Look at an Old Problem: Selling to Small- and Medium-Size Businesses / Ron Ref and Lan Guan ; Using Social Media to Engage Buyers, Empower Sellers, and Reinvent the Sales Process / Kari Kaario and Jason Breed ; Around the Block or Around the World: How to Enter New, GlobalMarkets / Christian Requena, Golnar Pooya, Grant Hatch, Pieter Becker, and Tomas Kandl--^ Part 4: Beyond the "pilot" phase: The core components of the agile selling enterprise--positioning for efficiency. The CIO Sales Agenda: How to Build an Advanced Sales and Distribution IT Infrastructure / Robert Wollan, Paul Daugherty, and Saj Usman ; Tablets, Smartphones, and Apps:The Importance of aClear, Standardized Mobility Strategy / Yusuf Tayob, Terri Rinella, and Aidan Quilligan ; New Rules for Tools and IT Infrastructure: The Cloud and Agile Tools, Processes, and Systems / Saideep Raj and Beth Boettcher. -- Part 5: Empowering employees for selling success. Profiling and Shaping a High-Performance Sales Force / David Smith, Victoria Luby, PhD, and Patrick Mosher.

Abstract:

"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. This book: 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."--Publisher's website.

Subject Term:

Selling.

Business networks.

Added Author:

Jain, Naveen (Management consultant)

Heald, Michael.

Electronic Access:

Table of contents http://catdir.loc.gov/catdir/enhancements/fy1305/2012474340-t.html
Contributor biographical information http://catdir.loc.gov/catdir/enhancements/fy1305/2012474340-b.html
Publisher description http://catdir.loc.gov/catdir/enhancements/fy1305/2012474340-d.html

Copies:

Available:*

Library	Material Type	Item Barcode	Shelf Number	Copy	Status
Searching... 1:IIEMSA	1:GEN-BOOK	33168025794716	658.87 W863S 2013	1	Searching... Unknown

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Summary

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.