I've been re-reading "Go To Market Strategy" by Lawrence G. Friedman and I'd forgotten what an excellent book it is.Posted by: David Regler @
It really is one of those "the title says it all" books and to my mind is essential for anyone launching a new product or service.
The section on "the ten commandments of going to market" is a classic. The book sets out the concept of "channels" really clearly and, re-reading it again, gave me additional thought on the value of sales outsourcing.
So much so, it's inspired me to write a report explaining how sales outsourcing can be used effectively as a go to market strategy for startups and growth businesses.
Watch this space.