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 Global Business in EDA

Posts Tagged ‘global sales’

Why and how to globalize your sales and support team

Sunday, October 24th, 2010

Today, globalizing is as important as having the right products and going after the right markets. Making the local sales operations productive is imperative whether the goal is to grow or merge a small company.

Globalizing is as important as having the right products and going after the right markets. In EDA all strategic customers have global operations. Most of them will look at products from different global perspectives, will do evaluations in different locations and will consider purchasing new products only if they serve their multiple groups. Wide Area Network software is the norm, not the exception. An evaluation in India, for a customer in Europe who will place an order in the United States is not uncommon, but it can wreak havoc on a non globalized sales force.


Focus a global reseller channel on selling your product effectively

Saturday, May 1st, 2010

One common complaint from many of my clients is how frustrating they find selling through distributors or resellers. This commission-only channel is motivated very differently than salaried and commissioned sales people. Making the right changes to the managing processes and the field support can turn an indirect channel into a very effective face of the company.

These field people collect commissions only when they sell something. The most successful resellers will always focus on the lines that bring in the money. Help them to bring in the money and you will be on top of their line card. The game is all about maximizing their limited selling time, providing good information and avoiding surprises that defocus them from selling.

I often see excellent products that are very successfully sold by a vendor’s direct channel, but struggling with an indirect distribution channel. This is a sign that the channel may not have enough information and they cannot credibly represent the product or answer objections. There are a few simple things that the sales manager can do to make his/her product easier to sell.


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