• Does Your Customer Onboarding Process Meet A New Customer’s Expectations?

    When onboarding new customers, you want to be thorough without being overwhelming. As customer success thought leader Lincoln Murphy has famously said, the seeds of churn are planted early. If you lack flexibility when onboarding a new customer, you’ll set the ‘seeds of churn,’ which will make you susceptible to competitive takeover. To avoid this, […]

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  • Is Your Staff Getting the Most Out of Sales?

    Did you know 86% of the IT vendors we assessed are losing sales opportunities? Pretty alarming, isn’t it? And that’s not all. Alinea Partners Worldwide Assessments show that 66% can’t be found because they don’t have a proper digital footprint, meaning potential buyers won’t consider them. On top of that, 60% are unable to close […]

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  • How to Spot and Avoid the Channel Director’s Most Common Pitfalls

    As a channel director, you want to improve the customer experience and make sure you and your channel partners hit the numbers on your product or services. You oversee the big picture. But what about the nuts and bolts of closing a deal 'on the ground?' It can be difficult to spot the more subtle [...]

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  • Avoid a Run-of-the-Mill Customer Experience: Step Up Your Game

    The customer experience is more important than ever. This pandemic will end. When it does, there will be fewer standing – and those standing will need to differentiate themselves with superior buying experiences. And while we live in a virtual world, companies need to know if their sales machine is functioning digitally. Can today’s prospects [...]

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  • Five areas where a Marketing Director role will change in a digital world

    The paradox of digitization – Salespeople, technicians, marketers and HR managers should create a simple framework for dialogue between humans. We are talking about the human era. Therefore, the motto of #IDEE2020, which will be held on November 4th, 2020, is: Create the human-to-human experience. Executives from different divisions meet here to shape the working [...]

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  • Your Relationship with Your Buyers Isn’t a Two-Way Street

    Want to sell more? Get over yourself and find out what’s truly important to your buyers. If you are a typical technology company (and chances are you are) your approach to sales is to try to control your buyers’ journey through sales processes based on what you think is important to them. Knowing the value [...]

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  • If You Sell Technology, It’s Time to Get Personal

    Want to sell more? Get personal. 79% of all the technology and telecommunication businesses we’ve assessed globally in the last few years have designed their sales processes to target IT users exclusively. More shockingly, only 21% of them target both IT and business users. How do we know it matters? The numbers don’t lie. Our [...]

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  • Discovering the hidden gems in the sales journey: What Really Matters

    We’re probably all familiar with the journey, whether you call it a sales journey, a buyer’s journey, a prospect’s journey. But on the road from consideration to purchase, in getting to the end of the journey as quickly as possible, your salespeople may overlook some hidden gems in getting there in style. Here are some [...]

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