To get started, you'll need to find and recruit channel sales partnersOpens in a new window who align with your business strategy. You might identify and contact potential partners by going to trade shows and highlighting your solutions. Or you could let them come to you directly by setting up a form on your website.
E-commerce sales can be B2B or B2C. Both involve the same process of selling products or services online. For B2C sales, this might mean chatting with someone online to provide customized product suggestions and quickly closing a deal. B2B e-commerce salespeople typically work through more complex engagements, offering things like product demonstrations to spur interest.
7. Direct sales
If you've ever bought something at a friend's home-based sales party, you've seen direct sales in action. In essence, direct sales involves selling products directly to consumers, without the support or inventory of a retail store.
Direct salespeople may find leads by prospecting. They could go to networking or industry events, advertise or search social media sites, create their own websites, or ask for referrals. At its core, direct sales relies on professional relationships and personalized customer support.
There are advantages and disadvantages to direct sales. While direct salespeople build relationships face to face and create relationships with companies and individuals, it can be time consuming to find and service customers. Direct sales also requires adaptability, as reps may need to pivot quickly based on customer feedback.
8. Account-based sales
Account-based selling is all about building relationships.Opens in a america phone number list new window Sales reps focus on a specific sector or set of customers and prospects, creating personalized sales strategies for each one. This approach is essential when selling high-value products and services that take time to close.
One example of account-based sales is pharmaceutical sales. Pharmaceutical sales reps often focus on specific high-value practices. For instance, they may sell blood pressure medication to a select group of highly reviewed cardiologist practices within a specific metro area.
To be successful in account-based selling, reps must be product and account experts. As product experts, they provide crucial information, answer questions, field objections, and ease uncertainty for decision-makers. As account experts, they become trusted sources for their clients, fostering lasting business relationships.
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Common sales terms
No matter what kind of sales environment you're in, there are a few key terms every rep needs to know. Here are five of the most common:
Lead: A leadOpens in a new window is a potential customer who has shown interest, but hasn't been qualified as likely to buy. They may have taken action on your website, left a business card at an event, or been referred to you. But it's still unclear whether they'll make a purchase.
Prospect: A prospectOpens in a new window is a qualified lead, meaning they've shown clear signs — such as behavioral data or demographics — that suggest they are likely to buy.