Selling Through Someone Else: How to Use Agile Sales Networks and Partners to Sell More

Section II

The New Agile Selling Model and Strategy

Making the Agile Selling model work requires companies to adopt a vast range of new capabilities. As they do so, companies likely will encounter an array of challenges and issues they must address. Some areas of the organization may already have well-developed processes in place and leaders who firmly believe in what they've been doing to date (both of which will be hard to change). Other areas may not have been touched in years, or decades, and are ripe for a refresh (but aren't a priority for the team). Still others may be attempting to take advantage of major changes in markets and technology, but may lack in-house skills to succeed in those initiatives. This section outlines the key areas that companies must address to move toward Agile Selling and how to get started.

For instance, in the Agile Selling ecosystem where a B2B company's sales and service life cycle is no longer a linear process, but rather a multidirectional network, how does the company identify, prioritize, contact, manage, and convert sales leads? In our experience, the answer involves a demand-generation approach that relies on advanced analytics to target the right accounts and prioritize leads, is supported by a sophisticated lead routing and nurturing capability and processes that are tightly aligned across all channels, and is paired with a mechanism that enables the company to closely track and measure the results of all leads.

To generate leads more ...