By: Fred Kessler - Sales Partnerships, Inc.

Fred Kessler - Sales Partnerships, Inc. — Sun, 20 Jul 2008 19:02:41 +0000

Sales Outsourcing can be part of the solution. The key is to better understand what made similar companies successful. You can outsource once you understand what your strategy will be but that first step is critical. Look at monster resumes for executives/reps that came from direct competitors or similar companies and ask them how they built a successful customer base.

Determine who you customer base will be and they will often help identify how you should sell to them. Sales outsourcing through companies like Sales Partnerships or members of the National Association of Sales Outsourcers will work for direct branded representation. Additionally, var relationships and other channel relationships can be parallel or your best solution depending on how the technology is implemented. If the product is sold by itself, you want internal reps or to outsource. If it is part of a package, you should go channel/var.

Step one – aim your force (determine target and likely methodology), Step two – execute.

Good luck!

Comments on: Linkedin answers for SME open innovation

By: Fred Kessler - Sales Partnerships, Inc.

By: sarah