In my previous postings I talked about the three major sales channel models (direct, indirect and direct marketing). This posting will discuss five major misconceptions about the sales force in the direct sales channel model. Five major direct sales force misconceptions:   1-      That the sales force is only “coin operated”, meaning they are motivated [...]

On the first day of sales, marketing gave to me (the sales force) an outstanding brand! On the second day of sales, marketing gave to me two value propositions and an outstanding brand! On the third day of sales, marketing gave to me, three new market segments, two value propositions and an outstanding brand! On [...]

  This is the seventh in a series regarding Sales Channels   One reader, who felt that the scorecard was a good guideline in defining the appropriate channels for many enterprises, wanted some insight on what should be considered in changing/ adding another channel, as her current channel is underperforming.  Well when the reader asks, [...]

  A number of you have asked, “Who does sales channels well?” after reading my series about different sales distribution models.  (www.firealarmmarketing.com/blog).   The Direct Model:               Some of the major insurance companies demonstrate outstanding customer segmentation by their marketing campaigns.  They are focused, know their key messages and develop “packages” that address customer [...]

In my series about different sales distribution models, I talked about the direct model (ones own sales force), indirect (reseller/distributors) and direct marketing (emails, bloging, etc) along with their pros and cons (see our blog for more detail, www.firealarmmarketing.com/blog).   Noting that generalization is always dangerous, I will ignore it and state that if one [...]

As I stated in my last blog, it seems if corporate America regularly changes their sales distribution methods with the latest trend orienting towards indirect versus direct distribution. I suggested there are a number of issues to consider before ones changes or shifts their distribution model.  So before one changes let’s look first at the [...]