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.Read More
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.Read More
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.Read More
Whether you’re ready to go to market or looking to extend your current capabilities, adding partner resellers can shorten and improve the process. Partners offer low upfront costs and bring established customer relationships to your organization.Read More
Creating symbiotic relationships, where both parties benefit, is the first step in guaranteeing sustainable partnerships. While many channel managers are experienced in managing their current partners, acquiring new ones is a different story.Read More
Inside sales has grown immensely over the past decade; research shows that 800,000 jobs were projected in inside sales from 2009 to 2012. It hasn’t showed any signs of slowing down. According to 2016 data, inside sales personnel held a 54.4 percent majority over a 45.5 percent field sales minority. By 2020, it’s projected that there will be more than 6 million inside and field salespeople in the US, with a vast majority dealing in inside sales.Read More
You and your team of salespeople likely excel at closing sales. You likely have a firm grasp of managing your top enterprise accounts. However, managing a funnel of leads and prospecting and qualifying them for growth are also likely consistent challenges.
You aren’t alone. As data shows, 25 percent of leads are legitimate and should advance to sales, but 79 percent of marketing leads never convert. What’s more, 73 percent of leads are not sales-ready, and 50 percent are qualified but not yet ready to buy.Read More
Implementing and maintaining a partner program requires a bit more effort than blind luck. In today’s channel sales environment, attracting qualified prospects—and putting in the work to retain them—isn’t as simple as it once was. With a myriad of options available, partners now have more power than ever to select vendors that appeal to their needs.Read More
By now, you’re all very much aware of channel partner marketing and its many benefits. We’ve covered it extensively on our blog. From little-known secrets that can boost sales productivity to partner management best practices that will revamp relationships, our in-depth articles cover the spectrum of this highly-skilled sales and marketing processes. While it’s certainly helpful to read detailed examinations of specific topics, sometimes, it’s the little things that count.Read More
The industry has become both increasingly accessible and competitive thanks in part to improved tools and software. On one hand, technology has simplified and automated an array of processes. On the other, it has created a demand for sales teams and their managers to stay up to date.
These days, deploying the right technology and tools is essential to success. According to a recent report, the tools that a sales rep uses are highly correlated to the rep’s performance. In fact, 82 percent of top salespeople cite sales tools as “critical” to their ability to close deals.Read More