The book explains the potential benefits of agile selling, a new model based on the strategy of "selling through someone else," that encourages companies to use a broader mix of intermediaries, channel partners and customers to extend their reach and growth. Agile selling is the model of choice among leaders in industries that have some of the most complex distribution channels, such as consumer goods manufacturing, pharmaceuticals, insurance and electronics and high-tech. The approach offers lessons that can be easily and quickly replicated across other industries.
Selling Through Someone Else informs the entire C-suite, not just the Chief Sales Officer, about how to develop and scale this more agile approach. It addresses how the CIO can work together with peers in sales and operations, as well as the implications for the Chief Talent Officer. The book presents trends and lessons learned from the authors' work with a range of companies, from Fortune 500 and Global 500 businesses to small-medium businesses owners. It identifies how analytics, the adoption of digital selling and mobile sales tools and greater collaboration with channel partners and customers can reshape a company's sales function and help it reach its financial and strategic objectives.
Creating the infrastructure to sustain the relationships with customers, channel partners and other entities that are critical to agile selling.
For more information on Selling Through Someone Else: How to Use Agile Sales Networks and Partners to Sell More, visit https://www.accenture.com/microsites/selling-through-someone-else/Pages/index.aspx.
Robert Wollan is global managing director of Accenture's Sales & Customer Services practice. He leads a global team of professionals skilled in customer-centric marketing, sales, service, and customer operations across the industries Accenture serves globally. Robert holds seven patents for innovations in customer relationship management. He is co-author of The Social Media Management Handbook, a practical guide to implementing social media strategies.
Naveen Jain is a managing director in the Accenture Sales & Customer Services practice. His team helps sales organizations increase productivity and effectiveness and provides strategic insights, functional expertise and global implementation skills to help clients maximize profitability by transforming customer relationships across all of the industries Accenture serves globally.
Michael Heald is a managing director in the Accenture Sales & Customer Services practice. His team focuses on the unique and dynamic needs of communications, media, and technology companies, including how to deliver greater results from sales forces and sales channel partners. Formerly holding executive positions in the industry, he brings personal experience in both change management and operations.