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,more
About: Mary Pacell
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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 anothermore
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 percentagemore
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