Before starting to chase a prospective account, sales reps try to collect as much account information as possible. The collected data helps them have a clearer picture of the prospect’s organization, who the decision-makers are, who has the most influence on them,...
In recent years, the world of sales has shifted from a mostly direct sales model to a more alliance-based, indirect sales model. Working with alliance partners is quite different from working with direct sales teams, forging an alliance partnership is a great...
Apple, Amazon, Google, and many other companies understand the opportunities of a strong partner ecosystem. Noticing the competitive edge it brings, many companies have become interested in building & strengthening their own ecosystems or joining someone else's....
