Increasingly, sales compensation—often considered largely an operational initiative—must move upstream as a key element for GTM strategy. Download the framework for a detailed look at 3 go-do’s to ensure your compensation program supports collaborative, strategic imperatives.
Watch our 30-minute on-demand webinar as our analysts review how top technology firms are rethinking traditional marketing tactics in the Subscription Economy during this massive transition.
We surveyed and interviewed some of the fastest-growing technology companies and industry leaders on their priorities to drive competitive advantage. This report answers Technology Marketer’s most pressing question – “What are the best strategies and tactics to land and expand clients in the new subscription economy?” Our report lays out current challenges, future priorities and go-forward actions.
As the COVID impact increases remote working, virtual conference calls, and online purchasing, sales leaders need to be asking a simple question: Should we actually eliminate geographic territories? The simple answer is “No, but…..”. We all must recognize that for >100 years the entire DNA of the sales profession has been based on geography. Whether business-to-business selling, wholesale distribution…
Is it the beginning of the end of the traditional territory-based sales model? The prominent geographic driven sales segmentation is fading. Watch the 30-minute on-demand webinar as we cover how to optimize sales models in this new reality and how to apply data-driven sales motions for faster sales cycles and greater ROI.
With the cost of customer acquisition generally estimated to run 3X to 25X that of cross-selling, the economics of cross-selling are compelling. Cross-selling at scale requires consistent and disciplined processes for consolidating data and insight, identifying white space and creating and converting demand…
Today’s companies are investing large sums of time and money in product superiority and differentiation, sometimes losing sight that long-term enterprise value is far more commonly created by go-to-market excellence. Through 25+ years of experience supporting go-to-market strategies, we’ve found that companies who focus on go-to-market and thoughtfully match their product-markets with well-designed and operated channels generate more value over the long run.
Customer centricity has never been more important to the success of both B2B and B2C companies. In just a few clicks, today’s customers have the power to shop around for the best price, compare features and even consult customer and influencer testimonials. The shift in power over the last decade is pronounced. Customers may have […]
Digital disruptors are winning by reducing friction, driving customer loyalty and cross-sell. How traditional industry players can fight back…
Ok, maybe firing the entire sales force is a little radical. But wait…put yourself in the shoes of a product exec trying to grow her business unit within a mid- to large-size enterprise. Here is what many, many executives are experiencing in the digital transformation of the four Ps — product, price, promotion, place: Digital […]