The faster you get your product to market, the sooner your company will bring in revenue to off-set development costs. It seems like a no-brainer, yet many companies wait until the end of the development process when bringing a new product online to engage partners and...
In Grow Revenues by Outsourcing Virtual Partner Account Managers, I explored the idea of how much value a Virtual Partner Account Manager (VPAM) can add to your business and drive the success of your channel strategy. Without doubt, maximizing and energizing your channel network can...
Virtual partner account managers (VPAM) can grow revenues, especially when launching a new portfolio of products, or when making rapid marketplace changes. In these cases, it makes sense to outsource the function and bring in a team of experienced VPAMS who can focus on specific...
One tool effective sales teams use to plan and maintain success is a sales process map. A sales process map provides a playbook so your team knows who does what and when to reduce inefficiencies and improve sales performance. It shows the journey a customer takes...
Part of the challenge in today's world of information overload and constant interruption is finding the time to focus on the tasks that actually achieve your goals and outcomes. It's why researchers are investing more and more time studying interruptions, their impact in the workplace...
Enterprise Sales Support helps account teams focus in an Internet of Things world. Companies are learning that people are no longer willing to sacrifice life for work. They want those pain points gone, or at the very least minimized. Work process and tools need to change...
In 2001, 17 leaders in software development got together and wrote the Manifesto for Agile Software Development, now well known as the Agile Manifesto. Consisting of four values and 12 principles, the manifesto offers an alternative way to manage software development teams and projects, and...
The reason that sales productivity initiatives don’t always translate to more deals, is that there’s not enough focus on finishing the sale. Someone needs to pull together the pricing, legal and technical inputs – and the people who will be supplying the inputs....
Increasing headcount is out of the option - the new CEO has put headcount on hold - so your best option is to increase sales team productivity. You suspect your reps are pretty close to industry standard and spend only 32% of their time selling...