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This executive summary of Accenture’s new book Selling Through Someone Else: How to Use Agile Sales Networks and Partners to sell More shows how “agile selling” can help companies achieve their profitable growth objectives on their way to high performance.
Companies, and their sales leaders, face significant challenges in meeting their growth goals. While the world is rapidly changing and the sales channel increasingly complex, most sales models have hardly changed in the past several decades. To help companies, Accenture discusses a new approach called “agile selling”, including lessons learned from leading industries. Agile selling is how companies use a broader mix of intermediaries, channel partners and customers to extend their reach and growth into markets, even with complex distribution channels. Leading-practice companies—today’s agile sellers—use this relationship-management expertise to better understand their customers, extend their reach, increase sales and raise profitability.
For book excerpts and additional information, visit the Selling Through Someone Else microsite.
February 19, 2013
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