The modern B2B sales organization is highly specialized. Long gone are the days in which sales reps were constantly distracted with non-selling activities that were not moving deals forward. Today’s tech sales teams are staffed with groups of experts specifically focused on each different phase of the customer lifecycle.
Sales Functions
Inside Sales – Prospects via email, phone, video, and social media to generate leads with new prospects.
Account Executives – Quarterbacks the deal, manages customer relationships, orchestrates selling team.
A recent Bridge Group study on Sales Development found that the average new BDR hire at tech companies had only 1.5 years of experience. The industry seems to have converged around an ideal profile…
REOne of the most popular strategies for demand generation at tech companies has become hiring a team of Business Development Reps (BDRs) to perform outreach. The goal of a BDR is to engage prospects…
There are many reasons why channel partnerships in the area of complex B2B sales fail to deliver expected results. Launching sales through a new channel results in many of the same obstacles you might…
In a recent post, I shared that in my experience nine out of ten channel partnerships in the area of complex B2B solutions fail. The struggles are often blamed on poor execution in the…
I have never seen any quantitative research about channel program success in the B2B software sector. However, in my experience 9 out of 10 partnerships fail to deliver results. CEO and sales leaders at…
In the world of B2B software everyone wants to get someone else to sell their products. If you can find another company that already has relationships with your target buyers, then you can not…
In my last few posts I discussed the transformation of software sales organizations over the past decade. Ten years ago, the sales rep was the single point of contact, managing every aspect of a…
In my last few posts I have described the transformation of software sales teams that has occurred over the past decade into a modern organizational structure. In the new paradigm, the role of the…
In my last post, I outlined how the organizational design of the modern software sales organization offloads almost every important aspect of a deal cycle from the rep to specialized functions. Account development teams…
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