Ep. 048 – Sales Channels: Where Will You Reach Your Customers?

350x350-3Every successful business is defined by its sales channels. From small-scale home business selling directly to customers to a complex B2B company with a huge variety of products and services, every dollar earned has to flow in from somewhere.

In this episode, host Tom Ryan explores the basic structure of a sales channel. From understanding your customers and developing a value proposition to explaining the fundamental differences between direct and indirect sales, Tom covers a huge range of topics in this podcast. He’s joined by co-host Jason Pyles, host of the Horror Movie Podcast.

• Intro, and recap of the idea of sales as a core competency

• Jason’s horror-movie t-shirts, the crossover of horror movie fans with entrepreneurs

• Developing your value proposition recap

• Who are your customers?

• Describing your ideal customers

• Engaging customers to determine demand

• Challenge your customers to provide feedback

• Fundamental principles of a value proposition

• Sales channels: Where are you going to reach your customers?

• Direct versus indirect sales

• Five key questions for determining the best sales channel for your business

  1. Do you have any traction yet?
  2. Can you afford to sell at wholesale margins?
  3. Do you have the resources to sell yourself, and do you want to?
  4. Who is better able to reach your customers?
  5. Will your products successfully sell without you?

• Sign off, thanks and next episode preview


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