Future of digital sales?? Cover more enterprise accounts(remove more field sellers - everyone is digital now) or move more business to ecosystem business partners? We see this coming from WW C&C GM.
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Client executives are Not adding value anyway. They supposed to own relationships but most of them are just coasting - relying on other brand people.
ha ha IBM thinks it can sell enterprise software like an IPAD app. IBM have been removing sales people, support people tech sales, client exec etc and they are still falling.
It is a good thing that TSS will be save.
TSS is easily going to be an exclusive Digital go to market strategy. It follows existing install.
Well, here in Europe, it’s different. Actually digital sales are more profitable than direct field sellers. Not sure in America but numbers will be interesting to review
What about TSS?
it would be interesting if digital sales took more of a prescence. however the vast majority of current digital sellers are by no means very seasoned sales people. they are essentially dialing for dollars and have no account management experience. Mostly younger new college hires that i've seen. add to that the profit centers that they sell out of, rarely have revenue attached to the sales leads because it always turns out that the sales leads don't turn into actual sales. hence the reason so many digital sellers are constantly reaching out to field sellers to attach themselves to REAL opportunities (which all mostly come from the field through the more seasoned sellers).