CHAPTER FOUR
Merging Two Methodologies to Ignite Growth
To create a hybrid sales channel, sales leaders must blend two systematic approaches to selling. For every great idea that started on a cocktail napkin or a boardroom whiteboard, systematic thought and structure must be applied to create predictable results. Wall Street is littered with the meager results of companies with great strategies that were executed poorly.
Our hybrid approach brings together the best thinking and decades of client and industry experience from all five of our sales brand organizations into a simple depiction of how sales systems work in real life for our clients around the globe. We call it the MHI Global Sales System™, and it forms the first half of the underpinning ...
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