AR-Sales Partnership [part 6]: Action items to launch a project

In the past several posts we have discussed key ideas of building a bridge to sales and how to start a pilot program.  Now that you have decided to launch your own AR-Sales Partnership program, you need a plan that lists the action items you need to complete.
SageCircle Technique:

Educate yourself so you know all your [...]

AR-Sales Partnership [part 5]: Use edu-marketing to drive participation

Ok, you have successfully launched your AR-Sales Partnership Pilot Program. Now you sit and stare at the phone waiting for these selected sales reps to call you asking for help. And you wait. And you wait. And you…
A fact of corporate life is that sales representatives are completely interrupt driven and often will not remember [...]

AR–Sales Partnership [part 4]: Take baby steps by rolling out a small pilot phase

AR teams can impact company revenues directly through assisting sales representatives, either to overcome negative - or leverage positive - analyst commentary and research to close deals. However, AR managers often shy away from supporting Sales because they fear it will ‘open the floodgates’ to hundreds or thousands of requests. To prevent this deluge, AR [...]

AR-Sales Partnership [part 3]: Creating the plan

Working with Sales to leverage the analysts’ position in the marketplace to drive sales takes both processes and time. Therefore AR departments should generate a plan that looks at both the long term issues and day-to-day activities. The plan should clearly define goals and outline the programs and execution steps that will be taken to [...]

AR-Sales Partnership [part 2]: Building the bridge to Sales

The first order of business for an analyst relations (AR) team launching an AR-Sales Partnership Program is to sell Sales on the idea. Without buy-in from sales management, AR will not be able to execute a successful partnership and merely waste time. Getting Sales management buy-in will not assure success, but it will certainly provide [...]

AR–Sales Partnership [part 1]: It’s not about pushing out reports

I think that most, if not all, of us in analyst relations (AR) have been on the receiving end of a phone call from a desperate/angry sales rep who is confronted with salvaging a deal squashed by analyst commentary. Often these calls are unpleasant as the sales rep takes out his or her frustration on [...]