Software companies have a variety of promotional opportunities available to fill the sales pipeline and move prospects along through it. The particular techniques used and their individual priority depends upon a number of factors, including but not limited to market segment, product complexity, price points and length of the sale cycle. One of my favorite […]
The Tech Company Equivalent of the Canary in the Mineshaft
For those of you puzzled by the title above, long ago canaries were used in the mining industry as leading indicators of looming catastrophe underground. When the canary was overcome by and died from dangerous levels of gas in the mine, things were about to get very bad–and it was time to get out. So […]
Selling and Marketing Software Through the VAR Channel: Morettini on Management Video Series
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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 […]
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 and then sometime WAY down the road when you are already flush and successful, it will be time to expand internationally. US-based tech companies are most guilty […]
