Competing in Thousands of Markets: How IT Firms Can Improve Sales Effectiveness
Posted by | Fuld & Company
Every information technology company today is seeking new ways to improve sales effectiveness in a rapidly evolving market. Intensifying competitive environments, increased acquisitions and divestitures, and a proliferation of methods for competitors to reach customers and prospects contribute to the dog-eat-dog, all-out battle to win competitive sales bids, making sales effectiveness more crucial than ever.In our opinion, this approach to sales effectiveness is a misguided view. IT firms don’t compete in a small, defined number of product or geographic markets.
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Tags: Early Warning & Monitoring, Information Technology, Market Analysis, New Entrant Strategy, Other Industries, Strategic Planning, Value Chain Analysis
