The insight, programs and skills to help technology vendors become, and become recognized as, leaders.
We help technology vendors deal with the following challenges:
Becoming a Leader
- Sales effectiveness issues associated with
- Longer sales cycles
- Selling on price, not value
- Poor competitive win ratios
- Inaccurate sales forecasting
- Long ramp up for new salespeople
- Cost per qualified lead is excessively high
- Poor track record selling into the line-of-business and C-level
Becoming Recognized as a Leader
- Lack of analyst/market visibility
- Poor scores in product/company evaluations conducted by firms such as Gartner and Forrester
- Presentations that don’t effectively communicate your business value
Examples of projects
- Win/Loss initiative to help a major applications provider more effectively address market and competitive opportunities
- Development of a best-practices based sales methodology enabled software provider to improve forecast accuracy and raise average sales performance
- Capabilities assessment and business needs mapping helped an IT services company to identify their core value proposition for specific vertical market segments and enabled new market opportunities
- Radio program-formatted webinars and magazine-formatted instructional materials enabled a hardware and services provider to more effectively train their sales organization on new products
- Raise the marketing effectiveness of an Israeli-based high technology firm through the development of suitable locally relevant, business-focused materials
- Conduct workshops for marketing and field marketing staff on development of content, visuals and presentation delivery
The Skillet 