Drive Your Channel Productivity Globally

Over the past few decades, companies have invested considerable sums in building out an inside sales infrastructure. During this same period, we have also seen increases in demand for marketing automation. However, in many cases those two organizational investments have not come to fruition, and companies are asking whether they have the right investment mix to move forward as buying journey has changed completely over the past decade or so. We all know there has been a recent shift in the marketplace, a relatively new phenomenon in which buyers are going online, searching for what they’re interested in, doing research, finding possible vendors and then checking out vendors online to come up with a short list of who to call. That entire process used to be a function of the traditional sales process. An inside sales rep would call up a potential prospect—essentially a cold call—to set up an appointment designed to educate the buyer. Today, that entire buying process today is completely visible. It follows that