Direct Sales vs Channel Sales: Pros, Cons, and Balance

Original Source: Sales Hacker

The battle of channel sales vs direct sales has been a long-heralded debate especially when an organization wants to set their footprints into a new market, so I’m going to break down the pros and cons of each, as well as how to balance a combination of both for your sales strategy.

Finding the right mix between direct and indirect sales channels heavily depends on the product or service you are offering.

Breaking Down The Sales Process: Pros & Cons

On a high level, there are two main sales channels: Direct and Indirect.

Within these main channels, you may have different revenue streams – new sales (acquiring new customers), up-sell (selling more of the same type of products or services to existing customers) and cross-sell (selling different products or services to existing clients) that will require different tactics.

 

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Meeting in the officeWHAT NEUROSCIENCE TELLS US ABOUT WINNING AT SALES