Just like fishing, an account manager involved in a complex sale needs to rely on a wide range of overlay expert resources to keep it all together. Landing an enterprise technical sale is like going deep-sea fishing and hooking a big marlin. You’re straining at the...
What is Data Visualization? Use technology to dig deeper into charts and graphs, changing data you see and how it’s processed. Remember back in math class learning how to make pie charts? Data visualization is the presentation of information in the form of a picture or a...
There are several processes that make (or break) a business. Perhaps the most important of these is the process that goes into your marketing and sales pipeline. This is where your leads turn into customers, where your main revenue comes from. Your marketing and sales pipeline refers to the...
By 2017, companies are expected to invest as much as $30 billion in sales acceleration technology. But what is it? Sales acceleration tech helps salespeople identify qualified prospects, connect with them, and ramp up productivity during the selling process. Sales acceleration tech helps frontline and behind-the-scenes salespeople identify...
You may have heard a recent news story about a man who ran the entire Boston marathon while juggling. (His name is Michael Bergeron if you want to look him up.) Now, you might ask yourself, “Isn’t running a marathon hard enough? That sort of...
Partner focus is key to your success and the success of your partners. It seems pretty straight forward, doesn’t it? Then why is it so easy for partners to flounder, lose traction and eventually become disengaged in the process? There are two primary components to focus partners...
Half of all projects fail. But they don't need to. How do we know? Sales Beacon has a 99.9% success rate in project managing. And here's the secret to our success. The Essence of Project Management Under ideal circumstances, projects shouldn't be unrealistic or impossible. But that's...
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...
A colleague recently told me restructuring at his company was making his workday challenging -- and not in a good way. His productivity had dropped significantly and his manager wanted to know why. During our chat, he confided he was now working with a project...
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...