Sales enablement has to include bringing in salespeople, who are either new salespeople, or veteran sales reps who have not brought our solutions forward in the same way. In this video, Professor Deva Rangarajan explains that the average business sale includes 6.8 people. Selling means understanding the different benefits that those different stakeholders want to Read more about Training and tools are central to sales enablement[…]
Generally, tech industry analysts tend to ‘cherry-pick’ their recommended options more than they warn people off picking a lemon. As a result, I’ve been thinking about Hardie and MacKenzie’s paper on lemon-squeezing (https://lnkd.in/dzhapJm). In a nutshell, the effort taken to evaluate things gets more complex over time. Even when it’s numerical data being calculated, it Read more about Cherry-picking and lemon-squeezing takes time[…]
A common question for analyst relations people is: should we keep on responding to influential analysts if we know they won’t put our solution in the most favourable position? The answer is yes. There are many benefits from helping analysts with their research. If you contribute this time, then they will ask you next time. Read more about It’s better for analysts to mention you than not[…]
Analysts, vendors and investors need to improve the way they shape stories about the future. That’s the message I was sharing in three talks to an international audience of eminent researchers at SASE19 in New York last week. During the week my University of Edinburgh colleague, and co-author, Teea Palo and I had the chance Read more about Story sharing helps vendors & analysts co-create business futures[…]
36 AR professionals confirmed – and rising! CCgroup and the Analyst Observatory at the University of Edinburgh will be among the organizations attending ARchitect‘s second annual New York City happy hour. I’ll be there from CCgroup’s analyst relations team, with Edinburgh faculty members Neil Pollock and Teea Palo. We’re all in the city to discuss Read more about ARchitect AR Happy Hour in Midtown Manhattan – June 26[…]
18 JULY 2019BRIEFING Analyst Launchpad Series: Analyst Relations to Enable SalesTIME: 15:00 – 17:00Hear from experts on how to utilise analyst relations for increasing sales and growing business In partnership with the Analyst Observatory at the University of Edinburgh Business School (UEBS), techUK is delighted to launch another free session of the Analyst Launchpad. The seminar Read more about Analyst Launchpad event: Analyst Relations to Enable Sales[…]
How to respond to the year’s biggest shakeup Late yesterday we heard the biggest analyst industry news in years. By rolling up four notable analyst firms, and many other businesses, Informa Tech will be as large as Forrester Research.One of the largest US-headquartered analyst organizations, IHS Markit Technology, is joining Ovum, Heavy Reading and Tractica to Read more about Five steps after Informa grab of IHS tech analysts[…]
Informa (INF.L) has acquired IHS Markit’s (INFO) TMT business. Informa Tech, which includes Ovum, will have revenues similar to Forrester’s $350m. It represents a dramatic shift in the analyst landscape. Inform announced the transaction on 22 May as part of an exchange of Informa’s agribusiness service for IHS Markit’s TMT portfolio, including the OTT and media teams. Read my take Read more about Nom Nom Nom. Informa grabs IHS Markit Technology[…]
In the third part of Duncan Chapple’s interview, Dave Eckert explains winning sponsors and creating sales enablement success. Earlier installments are on getting started and on providing value to sales. After getting sales enablement basics in place, we want to win some sponsorship. The first thing we need to do is to find somebody in Read more about Sales enablement: Dave Eckert on winning sponsors and success[…]
In the first part of my three-part interview with Dave Eckert, he outlined the foundations for the sales enablement of analyst relations. In this article, he outlines what AR must and must not do, as well as brutal truths about how to gain the resources needed. What analyst relations must provide to sales We’re going Read more about Dave Eckert: Five things analyst relations must provide to sales[…]
Dave Eckert, who led the SageCircle analyst relations consultancy, is one of the most experienced veterans of the analyst relations community. His work helped SageCircle stand head and shoulders above other firms on issues of sales enablement. I had the chance to interview him. In the first of three SageTalk posts based on that interview, Read more about SageCircle alum Dave Eckert on getting started with Sales Enablement[…]
My colleague Elena Georgieva gave a great Lunch and Learn talk to CCgroup colleagues recently. I tweeted the highlights and, wow, it’s enough to make a blog post! A briefing is a great way to inform both analysts, and analyst research, on provider updates and market disruptions. Analysts may know less than spokespeople expect them Read more about 14 things you need to know about analyst interactions[…]