The Top Ten Marketing and Sales Ideas for Emerging (Market) Provider CEOs.
Monthly Archives: October 2008
OutsourceWorld 2008 – Emerging Providers Missed A Great Opportunity
Posted October 23rd by Matt Smith
Posted in Sales Leaders Blog, Selling Outsourcing
Tagged Emerging Markets, Marketing, Off-Shore, Outsourcing Sales
5 Comments
Why US Companies Should Partner With Indian Outsourcers, Part 1
Posted October 10th by Matt SmithMost technology and solution providers in the US are missing a tremendous opportunity to grow their sales through alliances with India’s IT outsourcing leaders. This is particularly true for firms offering on-site services, possessing vertical or domain specific solutions or operating in highly commoditized industries such as desktop support, product acquisition or transactional-based services.
The Revenue Clock is (Always) Ticking
Posted October 10th by Matt SmithSuccessful selling of outsourcing solutions requires many competencies, operational execution and discipline, and competitive offerings. Knowing where best to assign sales resources is also a major contributor to success and is something that requires a thorough understanding of goals and targets, customer needs, competition, market trends and internal capabilities.
Posted in Pipelines and Forecasts, Sales Leaders Blog
Tagged Revenue Analysis, Sales, Sales Force Analysis, Sales Planning
1 Comment
First Work Smart, Then Work Hard
Posted October 10th by Matt SmithToo many companies skip past these necessary steps in marketing planning and proceed directly to promotion efforts like branding and lead generation. When that happens, the typical results are wasted marketing funds and lost time.
Posted in Markets, Targets & Territories, Sales Leaders Blog
Tagged Differentiation, Marketing, Segmentation, Value Proposition
No Comments
Selling Strategies for a Tough Economy, Part 6
Posted October 9th by Matt SmithTactical Adjustments For Tough Economic Conditions (This article originally published in the Global Services Oct 2008 issue www.globalservices.com) Consider outsourcing certain sales activities. Companies which outsource certain sales or marketing activities do so for the same reasons many other functions are outsourced …
Selling Strategies for a Tough Economy, Part 5
Posted October 9th by Matt SmithTactical Adjustments For Tough Economic Conditions (This article originally published in the Global Services Oct 2008 issue www.globalservices.com) Fine tune your value proposition. Spend time analyzing and refining how you explain the benefits your products and solutions provide customers. Marketers are taught …
Posted in Sales Leaders Blog, Sales Strategy
No Comments
Selling Strategies for a Tough Economy, Part 4
Posted October 9th by Matt SmithTactical Adjustments For Tough Economic Conditions (This article originally published in the Global Services Oct 2008 issue www.globalservices.com) Consider indirect sales channels. For outsourcing companies trying to penetrate the US mid-size and small business market, an indirect sales strategy through the Value-Added …
Posted in Sales Leaders Blog, Sales Strategy
No Comments
Selling Strategies for a Tough Economy, Part 3
Posted October 9th by Matt SmithTactical Adjustments For Tough Economic Conditions, Part 2 (This article originally published in the Global Services Oct 2008 issue www.globalservices.com) Intensify focus on existing accounts. Even in healthy economies IT decision makers generally find their existing solution providers less risky than unknown …
Posted in Sales Leaders Blog, Sales Strategy
1 Comment
3forward Announces New Offerings for Outsourcers to Accelerate Development of Global Service Delivery Alliances
Posted October 7th by Matt SmithOctober 7, 2008 DALLAS (Business Wire) 3forward, a Dallas-based growth services firm specializing in sales, marketing and alliances for outsourcers, BPOs and IT companies, has introduced new offerings to accelerate the creation of Global Service Delivery Alliances. These programs are …
Posted in Press Releases, Selling Outsourcing
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