Dave Eckert: Five things analyst relations must provide to sales

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[…]

SageCircle alum Dave Eckert on getting started with Sales Enablement

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[…]

Greg Wind

Guest Post: How to Pay Analyst Firms for Better Coverage

You’re thinking it, aren’t you? You wonder if paying analyst firms will improve your placement in comparative reports, get you included in other reports, get you mentioned in speeches, and recommended when analysts talk to buyers. You don’t want to insult them, but you want to know. Isn’t it all pay for play?   We Read more about Guest Post: How to Pay Analyst Firms for Better Coverage[…]

Efrem Mallach: Win-Loss Analysis must be separate from sales management

Professor Efrem Mallach, Kea Company’s research director, has managed Win-Loss Analysis for many vendors. After a recent Gartner blog post, I asked for his thoughts. Best practice win-loss At the best-practice provider, writes Mallach: “our WLA program was totally separate from sales management. We promised sales reps that their data would remain confidential. Once word Read more about Efrem Mallach: Win-Loss Analysis must be separate from sales management[…]

Equipping Sales for the MQ Effect: the Magic Quadrant and Tech Vendors (Part Seven)

Gartner’s Magic Quadrant can have a powerful impact on IT vendor sales cycles – anointing some vendors as a prime candidate for a sales opportunity while denying other vendors even a chance to bid. In order to exploit positive placement on a Magic Quadrant and mitigate negative placement, vendor sales executives need to work with AR to prepare and train their sales teams on certain basics about the Magic Quadrant. […]