Onboarding entry level sales reps in the IT sector has been a hot topic in the industry for as long as I can remember. Devoting the time and energy to help indoctrinate a new rep is something that most companies would agree is important, yet a large percentage of them...
By Tonya Turner IT sales is the ultimate “left-brain, right brain” career. On one hand, it requires outstanding interpersonal and communication skills, with the ability to quickly instill trust, respect, and credibility with prospects. On the other hand, the...
As someone who has been deeply immersed in IT marketing and sales for over 20 years, I've witnessed a significant shift in the way IT leaders approach the decision-making process when it comes to new product/solutions. Gone are the days when responding to...
The Struggle to Stand Out in the Competitive “Attention Economy” The phrase “attention economy” was first used in 1971 by a psychologist and economist, Herbert A. Simon. He insightfully wrote that “a wealth of information creates a poverty of attention,” and this...
Introduction to AI In recent years, buzz about artificial intelligence has been nearly impossible to miss in news articles and social media threads as discussions about its powerful applications ballooned. In the context of marketing, there have been headlines about...
Earlier in my career, I was challenged by my sales manager to resuscitate a historically underachieving sales territory. It was a vertical market—healthcare—and it was limited by having very few (approximately one hundred) target customers in the region. I developed a...
The success of a sales team relies heavily on effective onboarding processes for new hires. According to Spekit’s 2022 Sales Training & Onboarding report, more than 90% of sales leaders attribute the hiring and onboarding process to be important or even...
