Does Your Go-to-Market Strategy Make Sense

By Michael Perla

Over the last few years, one of the most popular pieces on the Symmetrics Group website has been this Whitepaper – a go-to-market strategy primer. It’s a topic that many companies struggle with, and it requires both quantitative justification and qualitative ‘color’ to be actionable.

When it comes to go-to-market related questions, we often hear the following:

  • Should I start up or expand my inside sales team?
  • Does my indirect sales channel actually cost less than my direct team?
  • How do our customers want to interact with us – through which channel, device, etc.?
  • Overall, how can I increase my sales productivity, while also lowering my cost of sales?

These questions and many more point to the challenges of developing a go-to-market strategy.

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Highlights from the Changing Role of Sales, Compliments of Big Pharma

By Warren Shiver

A great article in the WSJ (“Drug Firms Divert Pitch to Hospitals”) outlines how pharmaceutical sales reps are increasingly calling on hospital administrators as opposed to Doctors. The following graphic nicely summarizes this trend:

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Inside Sales – Key Skills (Part 2)

By David Szen

My last post discussed how inside sales continues to experience a roller coaster of acceptance within organizations and highlighted some common challenges that organizations face with inside sales teams. This post takes the topic a step further and examines what organizations can do to increase the effectiveness of a company’s inside sales efforts.

Topics: inside sales
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Inside Sales–Why is It So Different? (Part 1)

By David Szen

Since the 1990’s, inside sales has continued to experience a roller coaster of acceptance levels within organizations. It comes, it goes, it gets deployed in new ways, it comes in fashion, it goes out of fashion, it gets outsourced, and it gets measured, usually more than any other sales effort.

Some companies are highly sophisticated and established in inside sales, as the group is a key source of revenue and core to the business model (ADT Home Security, DISH, DirecTV, etc.). Other companies put forth smaller efforts with inside sales or use it as a niche part of the business. And then some organizations only experiment with inside sales and use it inconsistently across the business. For the purposes of this discussion, we will not look at the highly sophisticated models in depth, but we will apply the lessons these companies have learned to those who are struggling today.

Topics: inside sales
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The Changing Nature of B2B Sales

By Hope Eyre

I’ve been reading a lot about the changing nature of B2B sales: journal articles, blogs, research reports, white papers, opinion from training companies and consulting firms, you name it. Exactly how the world of B2B sales is changing, what’s causing it and how sellers must adapt (or die, presumably) is subject to very broad interpretation.

Topics: inside sales
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