Shows 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 (trade mark); remove competition and confusion between routes to market; prepare for territory level execution and larger market coverage; improve company alignment; and more.

A hybrid sales channel - just exactly what do you mean by that? -- A story of a hybrid sales channel - how it all began -- The transition : moving from the boardroom to the change agent -- Cross-checking the model three ways -- Merging two methodologies to ignite growth -- Customer at the core : the MHI Global Sales System -- Infusing the sales system with ChannelPRO -- Preparing for territory-level execution of the hybrid sales channel -- Putting it all together - the hybrid sales channel coverage model -- Measuring and paying for the hybrid sales channel -- Making extraordinary things happen through company alignment -- Where do we go from here?

Other Titles:How to ignite growth by bridging the gap between direct and indirect sales