Sales calls aren’t what they used to be. For starters, salespeople are interacting with customers who are armed with heaps of prior research, thanks to the availability of digital and in-person channels. Today’s salespeople are also encountering greater numbers of people they need to influence at customer organizations and are being asked to sell new … Continued
When Mark Roberge joined HubSpot as its fourth employee, he had no sales experience but still was charged with building the sales team. His background proved to be an advantage, however: With his engineering training, Roberge brought an analytic rigor to the task. And he quickly realized that the sales compensation plan could motivate salespeople … Continued
Customer experience has fast become a top priority for businesses, and 2021 will be no different. But, why are so many companies focusing on the customer experience and what happens to companies that choose to ignore it? In this article, Toma Kulbytė looks at the most important trends, and provides 37 statistics from various research … Continued
In last month’s article – Not Everybody Wants to Grow – we made a brief reference to the Ansoff Growth Matrix. In this month’s article, we explore this model further, and its implications for your channel strategy. Igor Ansoff was born in Russia in 1918, but is largely considered to be the father of strategic … Continued
It may be abhorrent to many vendors, but not all solution providers/MSPs want to grow their business. It may be that they’ve achieved a level of organic growth and profitability they’re happy with, or it may be that the additional investment required may be too great, or it may be a business culture that prefers stability. … Continued
Over the last few months, we’ve written about the need for companies to transition to a new way of doing business. And like many other companies, we’ve had to pivot to delivering our training virtually, rather than face-to-face. But when we set out to adapt our courses, we didn’t just want to run boring webinars… … Continued
Usually a Vendor’s primary focus is revenue growth. Channel partners however tend to be primarily focused on measures such as profit and cash flow. These differences are important considerations for vendors and partners alike when considering a partnership strategy. While all businesses are looking to ensure they are profitable, this simple “rule of thumb” business … Continued
Over the last few months there has been much written about the impact COVID-19 is having on employment, business, social activities, sport, etc… most of it negative. This month I wanted to share some thoughts and examples of how the pandemic has had positive effects on the ICT industry and the people that work within … Continued
As the COVID-19 pandemic continues to unfold, many sales leaders are facing a tough choice: drive as many sales as possible today or prepare for the future. Most sales leaders are trying to do both, of course, but the intense pressures they’re feeling as economies around the world pull back create an urgency to focus … Continued
Generational change in corporate culture has never been as dramatic as until present times. In small business environments, these variations are even more visible. Millennials are starting new businesses and revolutionizing old ones. This scenario presents both opportunities and challenges for the IT Industry, as new Young leaders and entrepreneurs become the new decision-makers long … Continued
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