Question

Topic: Strategy

Sales Team Engagement Models

Posted by Anonymous on 250 Points
Looking for different types of sales engagement models in the IT industry
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RESPONSES

  • Posted by SRyan ;] on Member
    Can you be more specific? "The IT industry" is rather broad.
  • Posted by telemoxie on Accepted
    I agree with the chorus above, we can be more specific if we know more about your situation, and more about just what you are looking to do...

    ... but I would say, as a general rule, that sales people are very good at closing qualified opportunities, and generally poor at finding or creating them. I have heard that the oldest coin ever found was inscribed, "find a need, and fill it". If we define marketing as finding a prospect with a need, and give them sufficient time and resources to do the job... if you can provide a steady stream of qualified leads, and limit the sales role to closing business, you can have a relatively inexpensive, largely commission oriented sales force.

    You might also want to check some recent questions:
    https://www.marketingprofs.com/ea/qst_question.asp?qstID=3864
    https://www.marketingprofs.com/ea/qst_question.asp?qstID=2122

    and some of the content from the main page, e.g.
    https://www.marketingprofs.com/4/doerr7.asp

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