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The Hybrid Sales Channel: How to Ignite Growth by Bridging the Gap Between Direct and Indirect Sales
CITATION
Blakeman, Rich
.
The Hybrid Sales Channel: How to Ignite Growth by Bridging the Gap Between Direct and Indirect Sales
. New York: McGraw-Hill Education, 2015.
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The Hybrid Sales Channel: How to Ignite Growth by Bridging the Gap Between Direct and Indirect Sales
Authors:
Rich Blakeman
Published:
November 2015
Pages:
240
eISBN:
9780071845335
|
ISBN:
9780071845328
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Book Description
Table of Contents
Cover
Title Page
Copyright Page
Contents
Foreword: Why This? Why Now?
Acknowledgments
Introduction: A Hybrid Sales Channel-Just Exactly What Do You Mean by That?
Chapter One: A Story of a Hybrid Sales Channel-How It All Began
Chapter Two: The Transition: Moving from the Boardroom to the Change Agent
Chapter Three: Cross-Checking the Model Three Ways
Chapter Four: Merging Two Methodologies to Ignite Growth
Chapter Five: Customer at the Core: The MHI Global Sales System™
Chapter Six: Infusing the Sales System with ChannelPRO™
Chapter Seven: Preparing for Territory-Level Execution of The Hybrid Sales Channel
Chapter Eight: Putting It All Together-The Hybrid Sales Channel Coverage Model
Chapter Nine: Measuring and Paying for the Hybrid Sales Channel
Chapter Ten: Making Extraordinary Things Happen Through Company Alignment
Afterword: Where Do We Go from Here?
Index
