Selling indirectly

And what if you can sit back and let other people work for you, doing the sales, and earning money for you. Wouldn’t that be great? Well, this is not something new, indirect sales, channel management, is a proven way of doing sales. But can be reinvented. E.g. by looking at your own proposition and finding a way to create a network of resellers, partners, who either add value or simply place your product in their stock and sell it.

For services and more complicated products, account management is essential. Commercial and product training, handling objections, creating demand, motivating the reseller can be daunting.

About the author

Over the past few years Walter van der Scheer has been evangelizing marketing automation to advertising agencies, e-commerce companies and co-workers alike and has been building a team of determined sales professionals. He has made progress, but the road ahead is still very long. Walter shares his personal experiences and challenges along the road of changing the way that marketing is done, while trying to stick to the strategically chosen path.

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