Training the sales reps: keep it simple, short, small words [Vendor Sales]
OK, that title was not fair to the sales team, but it makes a good point about how to do training. Often AR teams try to teach sales so much about analysts that they overwhelm them and miss the real point.
The sales team needs basic information about who the analysts really are, which ones you believe influence your revenues, and how to deal with both positive and negative commentary. They should also understand how to feed information back to the AR team. They don’t need extensive information, but material that is brief, understandable, and relevant. Establishing a communications channel with sales is more important than […]
Since 2000, SageCircle has helped analyst relations teams to focus on business value by encouraging innovative thinking that leverages insights and drives revenue.
We have repeated stressed the importance of inquiry, both from the role of the vendor and that of the research consumer. Obviously it can be used to obtain information as well as inform the analyst. Another aspect of inquiry is the use of it to influence the research agenda of an analyst or a firm on behalf of either IT clients or vendors.