Dick Lush and I are discussing Sales Channels at the Rhode Island Business Exchange on May 3rd. We welcome your participation.

  In my last posting, I talked about a number of critical considerations/ activities that one must review when selecting to use an indirect channel. As I have said in other postings regarding channels  make sure you have an overall strategy and ask; will this channel selection support this strategy?  I then talked in more detail [...]

  If you are considering selling your product or service via an indirect channel (when you sell your product or service to an intermediary or middleman, who then sells it to the end user) there are numerous considerations that you must examine. As I have said in other postings make sure you have an overall [...]

Are you getting the best “bang” for your Marketing bucks? Today’s environment has created challenges for all marketing organizations.  First, the economy is probably having a negative impact on your business, which is being reflected in your marketing budget, personnel and flexibility. All of this with increasing requests to generate additional leads (sales). The other [...]

Like everything else in this world, there are often multiple choices that can be made. Selecting a sales channel is no different. I have listed below the more popular sales channels and a very high level advantage and disadvantage of each. Channel                                                      Chief Advantage                        Chief Disadvantage Direct Sales Force                                  Account Control                                   Can be expensive      If you [...]

A post suggesting that Internet disintermediation will cause the traditional field sales person to be replaced by telemarketers.

A post showing how the Internet has the potential to replace the telemarketing function.