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Dell – Going Private Might be the Best Way to Adjust Sales Models
For those of you who recently attended the Future of IT Sales Webinar, I wanted to respond to the question about who in the market is attempting to actually make these hard decisions and materially...
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Selling Solutions Means What Exactly?
Continuing on the theme of the “Future of IT Sales” there was one thing which became abundantly clear during all my conversations with sales leaders — everyone sells ‘solutions’ yet defining what that...
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Sales Leaders: Is your “gut” still good enough? Or will Scenario Planning...
Why is it that sales models are perhaps the most under examined area when it comes to preparing for the future? Why is it that the CEO does not demand the same level of planning rigor in the sales...
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Breaking News: The Technology Sales Rep Has Lost Their Mojo!
Despite all the attention around digital marketing and its ability to connect with customers in new and meaningful ways, it is still the case that people selling to people continues to be the primary...
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How much are you willing to pay for an insurance policy that you hope you...
T. Bova Note: This is a guest post from Dave Russell. This post provides some insights into innovative pricing models he is seeing in the back-up market and how it will change the competitive...
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Compressed Differentiation” — Where did the differences go?
T. Bova Note: This is the second guest post from Dave Russell as his continued participation in our Future of Sales research. In the last few years, when I look at customers’ RFP spreadsheets,...
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A Mythical Million-Where a Recovering Sales Leader would Spend Extra...
My colleagues, Hank Barnes and Todd Berkowitz , and I came up with an idea for an interesting (we hope!) collection of blog posts to kick off 2015. The three of us are independently writing a post...
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Sales Leaders: Invite Marketing to Go On Some Sales Calls in 2015
I participated in a Gartner Local Briefing in San Francisco last week with a number of my colleagues. We had about 150 people in attendance from both small and large technology providers. The first...
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A Perfect Quota Killing Sales Machine – Is it Possible?
I was in Las Vegas this weekend at a conference and while walking to the convention center at the Mandalay Bay Hotel, I saw this image – while it was an advertisement for the “Shark Reef” exhibit, it...
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The 90’s Called – They Want Their Channel Program Back!
Channel programs have been developed by technology vendors to manage and enable their indirect channel partners and create a certain level of consistency and brand loyalty for decades. For technology...
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