Not every company can be Apple. Most companies will rise or fall based on how well they optimize their selling power through managing their own salespeople and their network of distribution partners. Yet globalization, new competitors, and low-cost threats are reshaping the way sales is happening today - it is time from a fresh look at how analytics, the shift to digital selling and mobile sales tools, and new approaches to sales operations are reshaping the entire sales function. Most books on sales and distribution target only the improvement of the individual salesperson - essentially ’self-help books to improve their individual sales performance. This book tackles the significantly more important opportunities for company growth by taking a fresh look at the entire distribution process, and the way customers engage your products and services through partners, online, iPads/tablets, your traditional sales force, etc. This book demonstrates how, by capitalizing on converging forces, companies can transform the traditional sales and distribution methods to grow revenue. Accenture has helped numerous clients collaborate across IT, Sales, and Marketing to dramatically grow distribution and adapt to the different ’playing field’ of today. These companies span multiple industries and are primarily Fortune 500 or Global 500 companies, but the trends and lessons learned are equally relevant to mid-sized enterprises and small-medium businesses owners.

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