Published Articles
Despite today's economic uncertainty, one thing is sure: We all need more deals. We have to be vigilant in how we spend our time going after business opportunities. So any sales activities or initiatives that don't ultimately add value to your customers' bottom line are a waste of your time (and theirs), which should be spent driving new revenue.
A smart and cost effective go-to-market strategy ensures that your current business partnerships are providing what I call "high performance and high impact" to your customers, partners and to you.
Partnering is no longer an option, but a must. Most enterprise software revenue is a healthy mix of direct and indirect sources.
I put this series together to articulate the critical success factors behind what makes a partnership both of high value to the partners and their stakeholders, as well as having the impact of being able to monetize the partnerships efforts.
I hope you'll enjoy these, and would welcome your feedback
- Author - Tough Talk on Selling in a Down Economy - Part I
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- Author - Tough Talk on Selling in a Down Economy - Part II
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- Author - Tough Talk on Selling in a Down Economy - Part III
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- Author - Tough Talk on Selling in a Down Economy - Part IV
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