One of the most basic tools in a sales rep’s tool kit is proof points. Prospects want to know HOW the solution has successfully been implemented. But, according to a Forrester study, 78% of Executive Buyers claim that sales people do not have relevant examples or case studies.
A simple, 3-step process
BizTech Enablement Group follows a simple, 3-step process, developed from working with hundreds of resellers around the world,
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About: Mary Pacell
Recent Posts by Mary Pacell
If you’ve been following this mini-series, of sorts, then you now have some new insights into a channel partner’s desire for marketing relevancy (how vendors and partners work together to make marketing programs relevant to a partner’s business) and sales relevancy (vendors aligning with partners around the partner’s capabilities, to drive and close sales
In this third, and final post of this series, we focus on another
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Sales Relevance!
In the first post in this mini-series blog – What Channel Partners Really Want – I wrote about the need for marketing relevance. That is, how vendors and partners work together to make marketing programs relevant to a partner’s business.
In this post, we turn our attention to a core element of any reseller’s business – SALES.
Reseller organizations are driven by sales. They throw a high percentage
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