In the past, the prevailing trend leaned toward generalists, the logic being if one has a “jack of all trades” sales team, they can speak to any buyer and not risk losing potential business. Once considered sound logic in the boardroom, today it is laden with issues that can cripple a sales pipeline.
The balanced scorecard is a planning and management system that aligns everyday tactical activities with an organization’s overall strategy.
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For many companies, managing underserved products, markets or sales channels becomes a business challenge preventing them from achieving their financial goals—both short- and long-term.
The two main drivers for any enterprise are sales and marketing. Marketing gets the message out there and sales brings in the numbers.
Investing in channel sales assistance allows firms to reach sales goals without having to invest time and energy training their own staff or hiring more employees.
Three obstacles companies must overcome to optimize market coverage.
The journey from lead to purchase can be a tricky one.
Any service or investment requires clear return for a firm to understand the value gained from it.