TAG: sales cycle

Rob Sturgeon - ServiceSource

How strong is your company's customer support renewal program? Many software service executives think they know the answer based on a few statistics and some anecdotes from their sales team. However, these measures are often inconsistent and rarely instructive on how to improve the business. ServiceSource believes that the real yardstick of renewals performance lies in a comprehensive set of key performance indicators (KPIs) that can tell a much broader story

Guy Smith, Chief Consultant - Silicon Strategies Marketing

Outbound marketing is entirely about communications.  It involves guiding the thinking of different people (buyer genotypes) at different times (sales cycle, product/market lifecycle) and for different reasons (aid discovery, educate, motivate, close).  Enterprise buyers engage in thinking throughout a sales process, unlike consumers who can often be sold through pure emotions.

Gad Tobaly, COO - Nastel Technologies

Traditional enterprise software sales efforts fail for three reasons: your solution does not meet its market's needs, your sales force fixates on "big deals," or your business model is flawed. The recent economic downturn means software vendors can no longer to afford to make classic mistakes. A closer look at these reasons for failure shows that software vendors can leverage diversified go-to-market strategies to find new levels of sales success.