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The Hybrid Sales Channel


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Table of Contents

Foreword Why This? Why Now? ix
Acknowledgments xvIntroduction A Hybrid Sales Channel-Just Exactly What Do You Mean by That? 1
Chapter One A Story of a Hybrid Sales Channel-How It All Began 9
Chapter Two The Transition: Moving from the Boardroom to the Change Agent 31
Chapter Three Cross-Checking the Model Three Ways 45
Chapter Four Merging Two Methodologies to Ignite Growth 71
Chapter Five Customer at the Core: The MHI Global Sales System (TM) 77
Chapter Six Infusing the Sales System with ChannelPRO (TM) 91
Chapter Seven Preparing for Territory-Level Execution of The Hybrid Sales Channel 119
Chapter Eight Putting It All Together-The Hybrid Sales Channel Coverage Model 149
Chapter Nine Measuring and Paying for the Hybrid Sales Channel 171
Chapter Ten Making Extraordinary Things Happen Through Company Alignment 189
Afterword Where Do We Go from Here? 207INDEX 211

About the Author

Rich Blakeman has been in a sales leadership role at Miller Heiman since 2006, following 30+ years in sales and marketing leadership in global vendor and partner firms. He is now Managing Director, taking global responsibility for the MHI Global Channel Sales Center of Excellence.MHI Global is the leading worldwide company devoted to improving sales performance and customer management excellence through the combined expertise and experience of 5 powerhouse brands: Channel Enablers, Miller Heiman, AchieveGlobal, Huthwaite, and Impact Learning Systems.

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