I always get this comment: “We’re looking for a VP-Sales/VP-Business Development/Sales Manager/Sales Rep with a strong Rolodex in the (pick your market segment) market”. I’m using “Rolodex” as a generic term for “contacts” since the advent of CRM software. But how important is a strong Rolodex really in the IT business? In my opinion, it’s […]
Should Your Sales Reps Cold Call?
In this article, we’ll look at arguments on both sides of this issue. I’ll recommend when — and how much — cold-calling makes sense. We’ll look at it from the perspective of a software or hardware tech company. But the discussion applies to any sales situation, not just tech. This is an age-old question in […]
How Soon Should Your Software or Hardware Company Go International?
This is a question that frankly doesn’t come up often enough at early-stage tech companies. There is usually an assumption that you first conquer your home market. Then sometimes WAY, WAY down the road when you are already flush and successful, it will be time for international market entry. US-based tech companies are most guilty […]
Compensating the High Tech Sales Force
A sometimes controversial topic within software and hardware companies is how to best compensate the tech sales force. How much is required? How much is too much? What’s the best mix of salary and incentive comp? If you’ve read anything I’ve written before, you’ll find my next comment very familiar: It all depends on your […]
Inside Sales versus Outside Sales in Software and Hardware Companies
There are many ways to deliver your software or hardware products to the market. For example, one and two-step distribution through third-party channels. Or, direct marketing/sales over the Internet, OEM relationships, and even retail for B2C and SMB tech products. There are many variations of these, as well as many other methods. One classic method […]
