Not All Sales Engines Are Created Equal

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;

  1. Through your own sales effort or sales force
  2. Through distribution/resellers
  3. Through distribution/resellers
  4. Through retail space
  5. 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

About the Author Nicola Cook

Nicola Cook is an award winning entrepreneur and twice published international best-selling author on professional selling and personal & business growth. She is CEO of Company Shortcuts, a business devoted to improving business results by injecting skill, passion and strategy to help those entrepreneurs and sales enthusiasts achieve the sales results they desire.

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