Is it the beginning of the end of the traditional territory-based sales model? The prominent geographic driven sales segmentation is fading. While this began decades ago with the advent of the internet and the increasing prominence of inside sales, the current pandemic-driven market disruption will radically transform coverage and territory models. Traditional “hard-coded” territories by geography, while simple to operationalize, can lead to inefficient outcomes for revenue growth, including territory bumpiness and opportunity-context misalignment. This is particularly true in the SMB and Mid-Enterprise segments. As companies look to reboot sales effectiveness in the post-coronavirus era, augmenting geographic-centric planning with more industry and market-centric expertise and context will be critical.
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 over 40 years in consulting and working 1-on-1 with the most influential executives in technology, financial services and more, Tim provides a unique perspective on the ever-changing business landscape in the midst of disruptive change. In 2000, Furey co-authored The Channel Advantage, the definitive book on multi-channel sales and marketing management, named one of the “20 Best Business Books of 2000” and over 10,000 copies printed. He is both CEO of MarketBridge, a sales and marketing solutions firm, and the Director at Skyworks Solutions, a $4 billion semiconductor manufacturer.
As Vice President of Accounts, Brice works with client leads to deliver creative and effective go-to-market solutions and programs. Brice has spent the last 12+ years broadly in the commercial strategy and insights space. Within this space, Brice has a diverse background spanning analytics, consumer insights/research, commercial strategy and sales and marketing operations, and has worked across multiple B2B and B2C industries including software/technology, insurance, financial services, CPG, and Media.
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Reboot Sales Enablement: Arming Sellers in the New Go-to-Market Reality