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 […]
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, there is no exact road […]
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 […]
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 […]
