Selling Through Someone Else

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: What the Agile Selling model looks like in practice How to build a better network outside your organization and capitalize on new market opportunities The core capabilities organizations need to bring Agile Selling to life, including lead generation, incentives, pricing, and analytics 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.