I have worked on small-to-medium RFPs myself, as well as with clients who answer very large ones. What I've found over time is that you're very often going to re-use existing content and assets between tenders, though most companies don't really act on this fact. One thing I've found very useful...
RFP is the first step towards your contact initiation and strategic partnership. Indivisual freelancers generally do not understand the the RFP, RFI and proposal lifecycles. It is a very assessment tool that you can leverage to find the right partner (or vendor or outsourcing company) for your fu...
Finding good commission salespeople is almost impossible. I've hired companies who supposedly specialize in this, and no results. Base+Commission is probably the best you're going to get. The base has to be slightly less than what the salesperson can survive on, which will induce them to go get ...
Tough question. Prior to 2008 it wasn't too bad but since 2012 especially finding commission-based reps has been difficult. In 2011 I created an agency for a management consulting firm. At that time I could still count on responses to ads. But in 2012 response was non-existent. I also hired com...
You're dealing with the "fast follower" concept, here. To me the biggest issue is planning ahead since you know this is going to happen. If you are entering the market without a defensible position then it's going to be easier for someone to clone you and try to hack their way to faster growth. I...
Hi there, I have 6+ years of experience selling enterprise software and one of the products I sold at Oracle included their SaaS LMS application as part of the whole HCM suite. Your question about comp definitely depends on the industry, location of the individual, experience level, average dea...
Hello -- I've hired and grown both field sales representatives and inside reps for the last decade. I think the answer to this question depends on how your deals are currently won. If your deals are currently won over screen share or phone, it makes sense to hire the person on the west coast, and...
This is not my specialty, however, I have been in your position many many times -- maybe this will help. If the product is in-tangible, then look for JV partners on the Internet. Try to find an expert that deals with these JV opportunities (like me). If the product is physical, then look for s...
One of the most important things to have in mind is that every step in the process of entering data into the CRM should help the sales rep to advance in his sales process. To many CRMs are emphasizing on data for management and reporting on stuff that doesn't help the sale forward.