3 Sales Hack Messages for Channel Sales and Marketing
Last week I had the opportunity to attend Sales Hacker’s Sales Stack 2015 conference in San Francisco, California. In one sales content-packed day, industry experts covered topics ranging from scaling sales organizations and leading sales teams to social selling best practices and even how to grow 20% month over month. Regardless of what the session was, there were two undercurrents, two common threads that kept weaving their way throughout every single conversation: 1) aligning sales and marketing, and2) putting your focus back on the customer. While the conversation at Sales Stack was almost exclusively focused on direct sales, those of us in the channel know that sales is still sales and customers are still customers, and the call for sales evolution is just as loud (if not louder) in the channel. After all, 75% of all goods and services flow through indirect sales and marketing channels, and if we look at the IT industry alone, this accounts for over 230 billion dollars each year. That’s right — $230 billion. So, of course, as I absorbed the sales, marketing and customer messages that emanated from some of the best minds in the business, I couldn’t help but think about how those messages resonate within the channel. And, there were three in particular that are aching to belong in your channel sales and marketing strategy: “Start thinking about others instead of yourself” — Ralph Barsi, VP Sales Operations for Achievers This isn’t just a “feel good” type of message that would make…
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