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You are here: Home / Archives for sales rep

By Phil Morettini Leave a Comment

Should Your Sales Reps Cold Call?

In this article we’ll take a look at arguments on both sides of this issue and 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 really applies to any kind of sales. This is an age-old question […]

Filed Under: Business Models, sales Tagged With: cold call, cold calling, direct sales, door to door marketing, high tech, market, marketing, Phil Morettini, PJM Consulting, product marketing, Promotion, sales, sales force, sales rep, software, tech, technology

By Phil Morettini 1 Comment

Structuring a High Tech Sales Force

There are many ways to organize a sales force for a software or hardware company. In my opinion, there is no one “right” way. There is only the BEST way for the unique circumstances of your current company. Like most aspects of developing a technology-based company, there are guidelines, but no exact road map to […]

Filed Under: Business Models, Corporate Strategy, Distribution Channels, enterprise software, General Management, hardware, SaaS, sales, Startup/Early Stage, VARs Tagged With: business model, channel, channel sales, consultant, consulting, direct sales, distributor, early stage, hardware, high tech, inside sales, management, outside sales, Phil Morettini, PJM Consulting, sales force, sales manager, sales organization, sales rep, software, startup, strategy, VAR, vertical market

By Phil Morettini 7 Comments

Channel Conflict

In my consulting practice I do a lot of work with software and hardware companies in area of channel development.  One of the hardest things to manage while growing a channel business is the inevitable conflict between all the players throughout your various distribution methods, including your direct sales force. Of course, my colleagues in […]

Filed Under: Business Models, Corporate Strategy, Distribution Channels, Retail, sales, VARs Tagged With: affilates, B2B, channel, channel sales, conflict, direct sales, distribution, distribution strategy, distributor, independent rep, Integrator, OEM, one step distribution, online sales, Phil Morettini, PJM Consulting, reseller, Retail, sales, sales rep, two step distribution, VAR

By Phil Morettini 5 Comments

Engineers Hiring Sales Reps

The hiring of salespeople is often one of the most frustrating aspects of staffing a software or hardware company. In fact, it’s often viewed as a… Necessary Evil Particularly in the startup phase of a software or hardware company, the CEO and many of the senior management has often come from a technical (or at […]

Filed Under: Business Development, enterprise software, General Management, sales, Startup/Early Stage Tagged With: B2B, CEO, consultant, consulting, direct sales, distribution, hardware, hardware sales, high tech, market, marketing, Phil Morettini, PJM Consulting, Product Development, SaaS, sales, sales rep, software, software sales, startup, technical CEO, Technical founder, technical sales

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PJM Consulting
San Diego, CA 92130
(858)792-1062

Founded 2001
Management Consulting & Interim Executives for Software and Hardware Companies

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