Selecting a Sales Distribution Channel Has a Direct Impact on Revenue

We all know the 4 P’s of marketing (price, promotion, product and place) are critical for any company to be successful. Regarding place or distribution, there are a number of different methods; but the three most popular being: the direct model (one’s own sales force), indirect (reseller/distributors) and direct (online) marketing (emails, blogging, etc). […]

Sales and Distribution

A 2014 update on three of our most popular blogs, covering choosing the best sales organization and the pros/cons of Direct and Indirect channels. […]

The Pros and Cons of different product/service strategies

Do you have a product/service strategy? If you do, then this post will be a great guide to confirm that you have picked the correct strategy. If you do not (60% of small to medium enterprises have no strategy at all) then this will provide a guide for selecting one. In selecting a product /service […]

Five Myths about the Direct Sales Force

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 […]

The Twelve Days of Sales

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 […]

Switching Sales Channels, Don’t touch that dial just yet

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 […]

Who Does Sales Channels Well and Who Doesn’t

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:

Sales Distribution “Score Card”

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).

The Pros and Cons for Direct Sales Distribution Model

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 […]