There comes a time when a company needs to move from direct to mostly indirect or channel sales. For VMware, that time is about now.
There was once a day when sales managers were the absolute best of the best in sales. They often had to be forced into management
Selling to the CIO is over because they are not the change agents – they are the entrenched bureaucracy. Selling to the CIO is no more. Time’s up. For a tech generation, the VP of IT, then the CIO has been the gold standard landing zone for technology products. No more.
Virtually all selling in the B2B enterprise space today is to Cubicle Village, not decision makers. The difference is stark. A decision maker is driven
What the heck is MEDDIC? The first time I ever heard this term was from an IBM VP of Sales who wanted to implement