How Data Science and Machine Learning Can Improve B-to-B Sales Organizations’ Success

Posted by Yogesh Sharma on Tue, Jul 25, 2017

As tech companies face increasing competition, more complex selling processes, fast-evolving technology and an abundance of data, increasing sales force effectiveness is a constant need. Unfortunately, current B-to-B selling is still stuck in the ’90s, when the salesperson was the first point of contact with customers. Today, by the time first contact is made, the prospect is already two-thirds of the way through his buying journey. However, recent advances in data science, machine learning and increased data proliferation are making it possible to improve sales gains.


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Is Blockchain the Channel Management Silver Bullet?

Posted by Alex Southworth on Wed, Jul 05, 2017

The late Peter Drucker, the founder of modern business management, famously said, “If you can't measure it, you can't manage it.” And therein lies the core problem with indirect channel sales in the high-tech industry: Once a product is sold through another entity, the original vendor often loses visibility into the transaction and with it, the ability to manage its sales process, its resellers and, ultimately, the end-customer experience.


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Seven Steps to Navigate the Channel Management Technology Landscape

Posted by John DeSarbo on Wed, Dec 14, 2016

Businesses across all industries are achieving unprecedented productivity gains enabled by investment in software. Gartner, IDC and others have forecasted that spending on enterprise application software, either on-premises or in the cloud, will grow from roughly $150 billion in 2016 to more than $200 billion in 2019. New software tools are enabling businesses to streamline back- and front-office operations, increase collaboration between employees and business partners, and mine insights from the mountains of data that they collect each day. These are truly exciting times.


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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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