One of the most popular parts of my live keynote is the explanation of the different types of buyers, their different motivations and the different types of Sales Engines a business must build in order to serve these differing customer journeys.
It’s a mistake to assume because you’ve cracked one route to market, that you can easily duplicate those same methods, team structures, processes, KPIs, lead generation strategies and mirror them in a different route to market.
Regardless of whether you sell a Consumer product/ service, or a Business to Business product/service, your route to market will fall into one or more of the categories below;
- Through your own sales effort or sales force
- Through distribution/resellers
- Through distribution/resellers
- Through retail space
- Through digital/e-commerce
1. Your own sales effort (a Direct Sales model)
This is what most people are thinking of when building a sales team. ‘Surely all I need to do is hire a load of BDMs and send them out on the road – yes?’ Err No! Not unless you want to burn a shed load of cash and waste a lot of time…
Read the full article here >>> Northern Insight Magazine – Business