Channel Sales - Get Your Product to Market using Sales Channels
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Transcript of Channel Sales - Get Your Product to Market using Sales Channels
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Quick Notes to help you follow along my new video series on how to grow your business
using different sales channels.
Victor Antonio
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NOT FOR EVERYONE This series is about understanding the basic of using Channel Sales to grow your business. It's not for everyone. -‐ If you're a "channel expert", this isn't for you. -‐ If you don't have products to sell through channels, this isn't for you. -‐ If you're curious about using channels to sell more but are unfamiliar with the concept, this is for you!
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Channel Sales Scenario
With limited resources we grew annual sales from
$14M to $98M in 2.5 years using channels.
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Defining the Channels -‐ Online -‐ TelemarkeXng -‐ Retail -‐ DistribuXon -‐ Value Added Reseller (VAR) -‐ Systems IntegraXon (SI) -‐ Salesforce (sell direct)
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Product Complexity vs. Channel Type
Which channel you use depends on the complexity of the product.
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Profit Margin Impact
Each channel will impact your profit margin so choose your
sales channel carefully!
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Complexity vs. TransacEon Cost
Simple products can go through lower
transacXonal cost channels.
The more complex your product is, the more you want to use the higher cost channels.
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Channel Mix & OpEmizing Profits
Selling mulXple products requires you to be more selecXve when it comes to choosing
a sales channel.
This is the key to managing the channel mix!
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Complex Channel Strategy
Use the product -‐ channel grid to posiXon your product, through the right channel, for
the right client in the right market.
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Revenue Growth Strategies There are 4 revenue growth strategies that you can use with your Channel Sales Strategy. -‐ Customer AcquisiXon -‐ Greenfields -‐ Upselling -‐ Cross-‐Selling
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Summary & Take-‐Aways -‐ Right Product, Right Market, Right Channel -‐ Profit OpXmizaXon -‐ Train and Support your Channels
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