The Rise of the Technical Sales Rep in the Channel

As the sales industry continues to evolve, future reps will need a higher level of technical competence. Not only is technology changing how teams operate and interact with their customers, but products are becoming increasingly complex. On one hand, technology has simplified and automated certain aspects of modern life—and selling these solutions is an exciting prospect for channel partners. On the other hand, technology has created a demand for sales teams and their partners to stay up to speed on the wants and needs of their customers and the pulse of the industry at large.

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How to Take Your Direct Sales Strategy Global

While most businesses believe that the risks of investing in emerging markets have increased over the past decade, just as many believe that the rewards have also increased, especially in markets that seem to have become saturated with existing customers and competition. In other words, businesses by and large believe that the risk and return ratio of investing in global markets is becoming increasingly favorable.

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4 Steps for Success in Selling AdTech Solutions

The AdTech industry is rife with fierce competition and  operates at a breakneck pace, but despite this, many companies have succeeded. How have they done it? For starters, many digital media companies have legacy media history, and as such, are movers and shakers. In the evolving industry, success often means going against the grain, and refusing to view perceived or legacy limitations as a barrier.

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AI and Machine Learning: How Sales Technology Tools are Evolving

Augmenting human work with tools and technology is by no means a new concept. While machines have worked to improve human efficiency since the industrial revolution, these days, AI has become truly intelligent, as machines can recreate complex tasks. And the increasingly complex B2B sales landscape has started to leverage AI to improve the sales processes.

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How Millennials Are Changing Business-to-Business Selling

So much has been said about Millennials in the workplace over the past decade that, by now, it’s safe to say that there are several statistics that have become common knowledge.

For example, just a few years ago, Millennials accounted for more than one in three American workers and surpassed Generation X to become the country’s largest workforce segment. And that number is only continuing to grow. There are about 92 million Millennials these days, and they now make up the largest segment of consumers. We also know that, because they were born into the digital age, Millennials are savvy with technology.

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Sales Outsourcing for a Competitive Advantage

Reading the news this past week, it was interesting to see that Microsoft is making a move and reorganizing its sales force. While the reports offer a number of possible reasons for this, it’s certainly about Azure becoming the centerpiece of their future. It’s hard to say what will come from such a lofty reorganization, but it’s fair to say all options should be on the table–including an outsourced element.

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The Fundamentals of Lead Qualification

Lead qualification is a word that is often thrown around in the sales industry. At a basic level it illustrates whether or not a prospect is a good fit for your business. However, each company seems to have their own way of qualifying leads.

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5 Ways Big Data Is Changing Your Direct Sales Team

Sales organizations have an unprecedented amount of data available at their fingertips. While it’s easier than ever to access big data, the data itself can be overwhelming. In fact, 53 percent of sales managers say they feel overwhelmed by the volume of data, and 38 percent admit that they don’t know what to do with data once they get it.

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5 Myths About Outsourced Sales and Marketing

While most organizations build their own highly successful sales teams, it’s consistently a challenge to hire the right people, design the best models, choose the best technology, and implement those changes into your current sales process. Whether you’re building a team from scratch, refining a current sales model, testing a new motion, or revamping a current process to meet modern demands, outsourced teams have the core competency to ramp programs up and down, and scale accordingly with little or no risk to your current internal sales process.

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The 3 Best Books and Resources for Sales Professionals

As sales managers, we are inundated with information almost every day. From newsletters to blog articles, the internet has a plethora of information available. Some of it is relevant; some of it is not.

When done right, digital content is undeniably informative. However, for sales managers, nothing beats a well-researched book on a specific, significant topic (or topics). Written by industry experts, these books contain a trove of detailed, useful content that can help managers understand the art of sales in manageable, data-driven terms.

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