Learning Stream Playlist

Selling Strategies Explained

Ken Burke 17 min
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No sales means no customers, which means no company. Selling your products and services is essential! In this Microcast, Ken provides an overview of direct and indirect selling models and tips for how to choose the right models for your particular business. Direct selling models include retail, catalog/direct marketing, direct sales, and network marketing; whereas indirect selling models include 3rd party distributors, resellers, partners, manufacturers' reps, OEM or white label, and licensing.
Multichannel Selling Overview

Ken Burke 5 min
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We live in a multichannel world. No longer do manufacturers sell only through retail to avoid "channel conflict." Today, everyone is using every channel they can to reach customers. This video provides an overview of the multichannel concept and the various channels that exist—whether direct sales or indirect sales, or both —so that you can utilize sales channels that best suit your business.
Create Your Selling Strategy Framework

Ken Burke 8 min
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Sales is all about the hustle. This Microcast provides an overview of the framework used for choosing selling models; it begins with choosing your models, examining what the competition is up to, then examining your costs and checking for consistency between your business strategies and selling models, and solidifying the models you'll use. These steps are covered in depth in the videos "Direct and Indirect Selling Models," "Build Your Selling Strategy," and "Create Your Selling Strategy Framework."
Direct and Indirect Selling Models

Ken Burke 39 min
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Selling models fall into two categories: direct and indirect sales. This video explores the advantages and disadvantages of the eight direct and indirect selling models—from having a closer connection to your customer and control over brand messaging to quickly seeding the marketing and leveraging distributor expertise.
Build Your Selling Strategy

Ken Burke 23 min
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Part of selecting effective selling strategies involves analyzing what your competition is doing with their sales models, as well as looking at what it will cost you to sell your product. It's important to assess the financial impact your selling models will have on your revenue as well as what model you choose. This video walks through methods for studying your competitions' sales approaches, from what they do best to sales opportunities they may be missing, and cost considerations.
Create Your Selling Strategy Workshop

Ken Burke 4 min
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Time to put pen to paper—or fingers to keyboard. Take a look inside the Prep Worksheet that prepares you to write the selling strategies section of your business plan. The key to success is taking the time necessary to deeply understand your business and be prepared to run it—use this workshop and Prep Worksheet to do just that.

These days, entrepreneurs have more ways than ever to sell their products or services, including directly to consumers online. The trick is to identify which selling strategies will yield the right mix of profits and market share. While using direct sales methods enables you to pocket more of the margin and establish direct connections with your customers, indirect sales methods can spread your products far and wide quickly and help your brand gain a foothold fast. This learning stream delves into individual selling strategies, outlining the advantages and disadvantages of each, and provides a framework for evaluating which are most appropriate for your business. Tips for connecting your selling strategies to your marketing strategy and incorporating selling models into your company financials are also covered. Extensive worksheets and exercises enable you to identify the sales techniques that will win customers most profitably.

You will learn: