Accenture Identifies New Sales Models to Help Drive Profitable Revenue Growth in Selling Through Someone Else: How to Use Agile Sales Networks and Partners to Sell More

Tue Feb 19, 2013 8:30am EST

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NEW YORK--(Business Wire)--
Accenture (NYSE: ACN) today announced the release of Selling Through Someone
Else: How to Use Agile Sales Networks and Partners to Sell More, authored by
Robert Wollan, Naveen Jain and Michael Heald, managing directors in the
Accenture Sales & Customer Services practice. The book, published by Wiley,
reveals how changes to sales strategies and execution models can help sustain
profitable growth amid an increasingly complex and fast-evolving selling

The book explains the potential benefits of agile selling, a new model based on
the strategy of "selling through someone else," that encourages companies to use
a broader mix of intermediaries, channel partners and customers to extend their
reach and growth. Agile selling is the model of choice among leaders in
industries that have some of the most complex distribution channels, such as
consumer goods manufacturing, pharmaceuticals, insurance and electronics and
high-tech. The approach offers lessons that can be easily and quickly replicated
across other industries. 

"Without a doubt, globalization, new competitors and low-cost threats have
disrupted the sales process," said Robert Wollan, co-author and global managing
director of Accenture`s Sales & Customer Services practice. "As a result,
traditional approaches to sales are becoming less effective and less reliable
for many. To be successful, sellers must be agile to navigate this increasingly
complex environment and they can benefit from creating unique experiences that
influence customers in a more complex and competitive setting." 

Selling Through Someone Else informs the entire C-suite, not just the Chief
Sales Officer, about how to develop and scale this more agile approach. It
addresses how the CIO can work together with peers in sales and operations, as
well as the implications for the Chief Talent Officer. The book presents trends
and lessons learned from the authors` work with a range of companies, from
Fortune 500 and Global 500 businesses to small-medium businesses owners. It
identifies how analytics, the adoption of digital selling and mobile sales tools
and greater collaboration with channel partners and customers can reshape a
company`s sales function and help it reach its financial and strategic

"This book differs from most selling theory or methodology books that tend to
either help the individual salesperson or the sales manager," said Wollan. "It
is based on Accenture`s vast collective experience working with companies all
over the world to dramatically transform their selling models. Selling Through
Someone Else discusses the specific experiences of leading companies that have
transformed the way they sell and the way they support their selling ecosystem."

The book also includes guidance from numerous Accenture professionals with deep
knowledge and experience in underlying capabilities that support the agile
selling model, including:

* Mastering core capabilities such as lead generation, incentives and pricing
and analytics that leaders use to bring agile selling to life; 
* Building a better sales network that extends far outside the walls of the
organization (and your employees) and capitalizes on new market opportunities; 
* A fresh look at motivating a sales force and what the "right" behaviors and
the "right" incentives really are; 
* Building an advanced sales and distribution IT infrastructure to support a
sales force; and 
* Creating the infrastructure to sustain the relationships with customers,
channel partners and other entities that are critical to agile selling.

For more information on Selling Through Someone Else: How to Use Agile Sales
Networks and Partners to Sell More, visit

About the Authors

Robert Wollan is global managing director of Accenture`s Sales & Customer
Services practice. He leads a global team of professionals skilled in
customer-centric marketing, sales, service, and customer operations across the
industries Accenture serves globally. Robert holds seven patents for innovations
in customer relationship management. He is co-author of The Social Media
Management Handbook, a practical guide to implementing social media strategies. 

Naveen Jain is a managing director in the Accenture Sales & Customer Services
practice. His team helps sales organizations increase productivity and
effectiveness and provides strategic insights, functional expertise and global
implementation skills to help clients maximize profitability by transforming
customer relationships across all of the industries Accenture serves globally. 

Michael Heald is a managing director in the Accenture Sales & Customer Services
practice. His team focuses on the unique and dynamic needs of communications,
media, and technology companies, including how to deliver greater results from
sales forces and sales channel partners. Formerly holding executive positions in
the industry, he brings personal experience in both change management and

About Accenture

Accenture is a global management consulting, technology services and outsourcing
company, with approximately 259,000 people serving clients in more than 120
countries. Combining unparalleled experience, comprehensive capabilities across
all industries and business functions, and extensive research on the world`s
most successful companies, Accenture collaborates with clients to help them
become high-performance businesses and governments. The company generated net
revenues of US$27.9 billion for the fiscal year ended Aug. 31, 2012. Its home
page is

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