Posted on May 10, 2008 by sagecircle
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 [...]
Filed under: AR-Sales Partnership, Vendor Sales and Analysts | Tagged: analyst relations | 3 Comments »
Posted on May 9, 2008 by sagecircle
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 [...]
Filed under: AR-Sales Partnership, Vendor Sales and Analysts | Tagged: analyst relations, industry analysts | 5 Comments »
Posted on May 8, 2008 by sagecircle
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 [...]
Filed under: AR-Sales Partnership, Vendor Sales and Analysts | Tagged: analyst relations, industry analysts | 7 Comments »
Posted on May 7, 2008 by sagecircle
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 [...]
Filed under: AR-Sales Partnership, Vendor Sales and Analysts | Tagged: analyst relations | 5 Comments »
Posted on May 6, 2008 by sagecircle
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 [...]
Filed under: AR-Sales Partnership, Vendor Sales and Analysts | Tagged: analyst relations | 6 Comments »
Posted on February 14, 2008 by sagecircle
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 [...]
Filed under: AR management, AR-Sales Partnership, Vendor Sales and Analysts | Tagged: analyst relations, industry analysts, SageCircle | 7 Comments »