Whether you’re managing a direct sales team, or channel sellers, the key to igniting better conversations with buyers is very similar. Begin by asking yourself this question:
The ability to create value when selling is as close as we may come to a silver bullet for reps. How do we create value?
Executive buyers say more than 80% of sales meetings are “a complete waste of time,” according to research from Forrester.
Your channel sales partners are an extension of your in-house team – so why aren’t your enablement strategies reaching them?
As sales organizations gear up for 2017, it’s a great time to reflect on the challenges of the past year and how to correct them moving forward.