Issue

Impact, Inc.

Conventional Model

Sales People

20 Year Successful CXO Veterans who can sell to Business Execs and Technology Execs

Varied Experience – Usually product or point solution specialists

Qualified Leads

Extensive in-territory lead generation by skilled dedicated lead generation specialists. Lead generation or cold-calling is distinct and separate from Sales execution.

Relies on local sales rep. to make cold calls. Studies show that cold-calling is usually a low priority. Once the pipeline is full, typical rep stops cold calling to work on pipeline.

Product/Service Breath

One or two products or service will keep the Sales exec focused and more credible in the eyes of the customer. 

Multiple product lines causes dilution of effort. Customer views the rep as a salesperson with a bunch of products and not as a business partner.

Coverage

Global business selling model with regional focus keeps costs down and enables the Exec to utilize his local contacts.

Typically a regional focus only. You must contract with different outsourced rep firms. Different business models is not scalable and is hard to manage.  

Customer Contacts

CXO of targeted companies. Technical and Business.

Existing rolodex of buyers who are often Purchasing Agents who don’t have decision making authority.

Selling Message

Value Proposition with ROI. Business need and expected ROI are established before the technical sale is conducted.

No consistent message.

Business Forecast

Detail pipeline for each prospect. 7 Stage selling process is made visible to you via the web. Weekly con calls to discuss leads and progress.

Sporadic forecasting since many product lines are represented. Sales persons focus is on “what is selling” and does not focus efforts on new start up products or products that are slow movers.

Sales Rep Incentive

Commission based for one or two products. Retainer covers in-territory expense. Exec gets compensated only when they sell.

Encouraged to work only on products that are the most successful. 80/20 rule applies. Your product may not get the attention it deserves.

Contract

Complementary to existing sales organization and reseller partners. Renewable each quarter.

Usually long term and exclusive. May compete with existing sales team and partner sales. If you get a bad rep firm you may miss market timing for your product.