Sales Nuance
“If right now you’re not even reselling SaaS, not to mention pivoting to services, it’s an opportunity. For solution providers in the midst of transforming, it’s the path to MRR. IoT is an easier path for partners looking to transform sensors and hardware sales; it resonates more with what you’re used to.”
Sandra Glaser Cheek, Brocade
Chris Palermo, founder of Global Communications Networks (GCN), said his business grew by distinguishing between “hunters” and “farmers” on its sales team. While the hunter searches for and tackles leads, the farmer specializes in account management.
Palermo said his original team relied predominantly on the hunter, who didn’t know how to sell deeper into an existing customer.
“The hunter is off to the races. They’re looking for the next thing. They’re not interested in cultivating these slices. So our base was starting to languish,” Palermo said.
GCN brought in more “farmers,” who knew how to cultivate and grow accounts. As a result, GCN developed more trust with its customers and grew its base.
