Showing posts from February, 2017

Are you Ready to Sell to the Business vs. just to IT?

As the Cloud and SaaS make technology more accessible to the business, purchased like a utility instead of a capital intensive project, IT is being left out of the decision, or involved just to assure security, compliance and governance.
According to the latest research from IDC, 58% of technology purchases are now driven by the business, versus only 42% controlled by IT.
In the past, IT professionals would generate all the innovative tech ideas, investigate options, and play the decisive role in solution selection. Now, the ability to understand and procure complex technology is pervasive, and as a result, it’s the business leaders who now control most of these steps in the decision process.
This shift in control presents as significant challenge for solution providers, as what used to work, doesn’t resonate any more.
Unfortunately, the majority of marketing content still speaks to technical buyers rather than business leaders, focusing too much on the “how” versus the “why”. Busines…

Sales Tech Simplified: How Sales Can Articulate Business Value

As part of the series "Sales Tech Simplified",  I had the honor of being interviewed by Nancy Nardin of Smart Selling Tools on the importance of business value tools, and where they fit in the Sales Tech stack.

Check out the interview here:

Hit Your Channel Sales Goals with ROI Selling

Rightly or wrongly, a growing number of companies perceive direct sales as ever more expensive. As a result, many companies are looking to channel partners as a more efficient revenue source. A survey reveals that the majority of B2B firms are now generating 60% of their revenue through indirect channels (The 2112 Group).

If you are in tech, Accenture reports an even more significant 70% of revenue now comes from the typical channel program, with this expected to grow to 80% or more over the next 12 months. To attract and enable partners, tech firms are investing more towards channel Incentives, now one of the largest marketing expenditures, with the typical technology provider allocating 3% to 5% of revenue to indirect channel incentives (Accenture).

As being responsible for Channel Marketing and Enablement, you know the pressure is on to make sure these investments pay off, and that your programs deliver. You have to attract more, retain better and enable further – providing the bes…

Webcast: Hit Your Channel Sales Goals with ROI Selling

Thursday, February 9, 201711a ET
Featuring:Tom Pisello, Alinean CEO / Founder
In an effort to reduce costs and boost sales, you enter 2017 under the gun to deliver even more business growth from your Channel Partners. But simply adding more partners won’t do the trick.
The challenge: Your buyers have changed, no longer responding to the same old channel rep pitch.
Your channel partners need to be enabled anew to:

Give a reason for buyers to see them earlier in the decision making process (where 76% of deals are won/ lost), not just when an order needs to be placed.Sell to business leaders (now controlling 50% of decisions), not just technical buyers.Have a provocative conversation about business value (to shake up the 61% of deals stuck at status quo), versus features and price.Deliver a financial business case (required by 95% of decision makers), not just an architecture and proposal.It’s pretty clear. In order to meet your 2017 channel growth goals, you have to do differently, and n…