A Dozen Things I’ve Learned About Marketing, Distribution and Sales
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1. “Most businesses actually get zero distribution channels to work. Poor distribution—not product—is the number one cause of failure.” (Peter Thiel) Legions of businesses fail every day because the people involved in the company do not know how to market, distribute and sell their goods and services. The right training can help a person understand that while potential customers don’t like salespeople, they do like to buy products and services. Knowing how to present a situation as an opportunity to buy and not an unpleasant experience with a salesperson requires skill. While a lot of this post is about sales, physical distribution systems should not be forgotten. There are companies like McDonalds which owe their success more to their distribution systems than anything else. Great distribution systems can be a substantial part of a company’s moat, as is the case with Starbucks, Amazon and Costco. Read more of this post