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The hybrid sales channel : how to ignite growth by bridging the gap between direct and indirect sales Rich Blakeman

By: Material type: TextTextPublication details: New York : McGraw-Hill, c2016.Description: xvii, 216 p. : ill. ; 24 cmISBN:
  • 9780071845328
Subject(s): DDC classification:
  • 658.8/7 23
LOC classification:
  • HF5438.4 .B596 2016
Contents:
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?
Summary: 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.
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Holdings
Item type Current library Call number Status Date due Barcode
REGULAR University of Wollongong in Dubai Main Collection 658.87 HY BR (Browse shelf(Opens below)) Available T0053902

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

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