The Key to Successful Cross-Selling? Your Sales Force

Posted by Ashish Vazirani on Mon, Nov 14, 2016


Samuel Yeung co-wrote this post with Ashish Vazirani.

Companies often resort to extreme measures to acquire new customers, and the outcome isn’t always a revenue-generating addition to the portfolio. Just look at the elephant graveyard of Silicon Valley startups that have died as soon as investor funding dried up. In many cases, over-investment in customer acquisition happens at the expense of cross-selling opportunities in existing accounts, which are oftentimes viewed as tedious maintenance work with little upside.


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What Top Industry Trends Might Mean for Your Go-to-Market Strategy

Posted by Ashish Vazirani on Wed, Oct 26, 2016

                  Noreen Nagji co-wrote this post with Ashish Vazirani.

This post is the final in a seven-part series examining top trends that are reshaping the high-tech industry. 

Sports metaphors and motivational quotes from coaches and athletes are used frequently within the business world because they can be highly applicable—or because many in the business world are former or frustrated athletes. Sports and business are both competitive undertakings where the goal is to win or, at a minimum, to compete well. And one thing that’s as true in business as it is in sports is that it’s important to alter your team’s strategy depending on each opposing team that you’re matched against, and to leverage the internal talent that you already possess. The Chicago Cubs’ recent success driven by what the Ricketts family, Theo Epstein and Joe Maddon—the team’s owners, president of baseball operations and manager, respectively—have done is an excellent example of making adjustments with the goal of winning.

Over the past few weeks, we’ve discussed the five trends that we believe are shaping the go-to-market approach in the high-tech industry. Although not every technology company is affected by each trend, it’s important to recognize which of these five trends are most relevant to your business, or if there are other trends that might come into play.


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Five Ways Tech Companies Go Wrong in Cross-Selling

Posted by Ashish Vazirani on Wed, Aug 24, 2016


For most, March Madness is a distant memory. However, as an avid college basketball fan, I’m already looking forward to next season. Of course, that also could be influenced by my wanting another shot at bracket predictions after enduring total disappointment with my predictions this year. Maybe I’ll fare better during fantasy football this fall. 


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For Tech Companies, Analytics Success Comes Down to Time, Talent and Treasure

Posted by Ashish Vazirani on Thu, Jul 14, 2016


You’d think that high-tech companies would be further along in their use of sales and marketing analytics than companies in other industries. After all, high-tech companies live and breathe technology and have an institutional understanding of data, but while they might be a bit further ahead than some industries, it’s not by much.


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Lead the Charge in the Social Sales Revolution

Posted by Ashish Vazirani on Mon, Apr 18, 2016

This is the final post in a series based on a ZS social selling survey of 125 sales leaders.

For those of you who have teenage kids, you may relate when I tell you that it drives me a bit nuts to hear them qualify their responses with “kind of” and “sort of.” When I ask them what they mean, I get a blank stare, and I then have to point out that “kind of” or “sort of” is neither here nor there—it’s noncommittal.


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