Sales Channel Development 2018-03-23T08:40:42+00:00

Sales Channel Development

Get fresh perspective for optimizing your sales channels to drive revenue growth.

Things sure have changed. Sales processes that worked for manufacturers, dealers and distributors 10-15 years ago don’t work so well today.

In this more complex selling environment new approaches are required to drive revenue growth.

Problems Worth Solving

Take a moment to think about your current sales. How would you answer these questions?

  • Are you struggling to find the right distribution and sales channels that provide the expertise, service and support that your customers demand?
  • Are your selling costs rising faster than your sales?
  • Are you struggling to find new markets and new customers?

If you answered “yes” to any or all of them, the Vx Group can help.

The Vx Group Solution

Sales channel development begins with a solid plan. We look at the full picture. From distributors to manufacturing reps to direct factory sales to distribution to online, all channels are considered, planned for and managed for the long haul.

We start working with you to develop a specific, measurable go-to-market strategy. When the plan is complete, we use our research skills to develop prioritized channel and prospect lists. And then it’s time to sell. We tap our sales, marketing and communication skills to recruit, nurture and grow new dealers, distributors and customers for your business.

Fresh Perspective for Optimizing Your Sales Channels

  • Dealer development
  • OEM / Online / Direct selling
  • E-commerce & digital selling
  • Customer outreach campaigns
  • Distributor & dealer sales tools
  • Dealer outreach, training & communications
  • Distributor program development & training
  • Digital sales platforms & integrated CRM

Frequently Answered Questions

Should I sell direct? 2017-12-20T16:26:31+00:00

Yes. Well, no. Actually, maybe. Direct sales make perfect sense for some B2B companies, but not for others. We’ll work with you to determine direct sale opportunities, create sales and marketing strategies, and find the right balance of sales through dealers, distributors reps and online for your business. Let’s talk.

How do I manage and grow my dealer network? 2017-12-20T16:26:56+00:00

The first step is identifying who those dealers are, then it’s time to get your company noticed. That’s the difficult, and fun part. Ready to get started? Let’s talk.

How do I get dealers and reps to focus on selling MY products? 2017-12-20T16:12:11+00:00

You know you have great products, but do your dealers know that? Signing a dealer agreement is only the first step, if you want reps to push your product they have to know about it, understand it, and see its value. That’s where we come in. Let’s talk.

I’ve invested in new product development. Why aren’t my new products selling? 2017-12-20T16:27:25+00:00

Developing a product is one thing, selling it is another. Sales and marketing strategies are just as important as developing a quality product, possibly more. The best time to get started is now. Let’s talk.

My customers say I need someone local. How do I make that happen? 2017-12-20T16:27:52+00:00

There’s two answers to this: 1. Hire someone local. 2. Explain why they don’t. Either way, there’s a right way and a wrong way to do it. We can help. Let’s talk.

How do I expand my sales and service reach? 2017-12-21T08:46:16+00:00

Branching out into new territory takes time, personnel and money, but before you begin you need a well-researched strategic plan. That’s were we come in. Let’s talk.

Why am I paying a rep to just take orders? 2017-12-21T08:49:50+00:00

If that’s all they’re doing, then good question. However, you should really be asking: How can I get my reps to work harder pushing my products and increase sales? Let’s talk.

Is ecommerce right for my business? 2017-12-21T08:50:57+00:00

In a word, yes. Online selling in B2B or ecommerce, in some form, is a key piece of a modernized sales model. Ready to get started? Let’s talk.

Developing New Channels in the U.S.?

Global companies seeking to expand in the U.S. market need to consider several challenges related to channel development. Learn more »

Relevant Resources

How B2B Organizations Can Benefit from a CRM

February 26th, 2018|

Getting Started With Your Ideal Customer Profile

January 31st, 2018|

Sales Runway

Featured Program

Dealer & Distributor Development

Sales processes that worked for manufacturers, dealers and distributors 10-15 years ago don’t work so well today. Our dealer/distributor program creates the ideal mix of direct sales and distribution to drive growth for your company.

Contact Us
  • Learn how to manage dealer networks

  • Address challenges with OEM, online and direct sales

  • Target high-value markets

  • Develop effective sales tools for reps and dealers

  • Dealer outreach, training & communications