Inside Sales for the Empowered Buyer

first_imgIDC recently reported on the power swaps occurring in the sales industry: “A rich dialog has shifted online and away from the sales person.” Accenture noted the trend similarly, saying “the customer journey is now dynamic, accessible and continuous.”Customers no longer need to be handheld through the typical discover and consider phases of the buying cycle. In fact, 60% of the buying cycle is complete before the vendor is engaged.  Where customers want and need vendor input is during the evaluation, purchase and use phases.Across these phases, they expect vendors to be able to engage with them instantly via multiple online and social channels in a highly interactive manner. They also want vendors to learn from what is said on social platforms and adjust their strategies accordingly.Inside Sales provides an agile platform that attracts the empowered buyer. According to the Department of Labor Statistics, Inside Sales is estimated to reach 3.4 million employees by 2020. Today, Inside Sales represents 21% of overall sales headcount and growth significantly outpaced Field Sales in 2013 (3.9% vs. 1.3%, respectively).Businesses are taking notice and enhancing their own Inside Sales operations. For instance, Inside Sales runs SAP’s <1000-employee business. At IBM, 15% of cloud wins are from Inside Sales’ social media efforts. And in Q3 2014, Oracle hired and socially trained 400 cloud Inside Sales representatives.Inside Sales also offers a lower cost model. Cost to business becomes more critical than ever when competing against startups and “as a service” providers. In those markets, Inside Sales is quite often the only go-to-market strategy.Inside Sales also enables companies to bring on fresh talent and train them on the ins and outs of the products, services and organization itself. It’s a great opportunity to groom the next generation of sales superstars.EMC: Out Front on Inside SalesFortunately, EMC has built a strong foundation to embrace this era of the empowered buyer and develop a strong bond on whatever platform they choose to engage with us.Inside Sales is essential in several aspects:We protect ourselves from the lower end of the market that otherwise would be at risk to up and coming competitors. We feed the talent pool for Field Sales, especially around diversity. Recently, we promoted 62 Inside Sales representatives to Field Sales roles and have five Inside Sales alumni in Field Sales leadership roles.We provide a strategic lever for demand generation. In 2014, Inside Sales produced $2.6B in forecasted pipeline opportunities. We have created an agile environment that pushes the envelope on virtual sales skills, using video and social selling techniques. This makes us highly attractive to the empowered buyer.I am a 25-year veteran of high tech and I have never been so excited for the opportunities that lie ahead for Inside Sales and EMC as whole. We have the leading edge right now in this industry and our challenge is to keep it that way!last_img read more

Van Gaal’s warning for City

first_img Back then the likes of David Beckham, Paul Scholes, Nicky Butt, Ryan Giggs and the Neville brothers won the FA Youth Cup before going on to become first-team stars. Scholes, writing in his weekly column for the Independent on Friday, said he feared United would lose out on the battle for the best prospects in the region. Van Gaal was not impressed with Scholes’ words, particularly when they came just four days after Gary Neville had compared his former club to a pub team. “Paul Scholes. Also a legend. He has to pay attention to his words also,” said Van Gaal, who responded with the same barb when he was informed of Neville’s criticisms following the highly fortuitous 2-1 win over Southampton on Monday. Scholes highlighted United’s recent struggles in the FA Youth Cup as a sign that the club’s youth system is not perhaps as good as it once was. United have been knocked out of the competition by Huddersfield and Burnley. Van Gaal has blooded a number of youth players since he took over like Tyler Blackett, Paddy McNair and James Wilson. He refused to compare the next generation of United players to those on City’s books, however. “I don’t have the time to compare the talents and the staff with each other so I cannot answer that question,” said Van Gaal, who has put an emphasis on developing young players during his successful management career. City unveiled their state-of-the-art training complex in Manchester on Monday. The base, which is connected to the Etihad Stadium by bridge, includes a 7,000-seater stadium, 16 pitches and a luxury hotel as well as cutting-edge technology which will aid opposition analysis and rehabilitation from injury. Press Association Manchester City are not guaranteed to get the pick of the best young players in the north-west despite spending £200million on a new training complex, Louis van Gaal has warned. City’s first-team squad will be based there, as well as the club’s youth sides. Patrick Vieira, who runs City’s elite development squad, said at the launch that youngsters in Manchester would have an “easy choice” when deciding where their future lies. United have prided themselves on developing some of the best talent in history, but Van Gaal is not too concerned about what is happening over in east Manchester. “The building is not so important, the accommodation is not so important, it’s the philosophy and the staff that’s important,” the United manager said at the club’s own training ground on Friday. “Then comes of course the talent.” United, of course, have their own multi-million facility at Carrington which is the envy of many clubs across Europe. “When I see what I have then I am very happy,” Van Gaal said. City have spent heavily on foreign imports since Sheikh Mansour took over in 2008, but they now hope to create their own stars, just as United did with the famous Class of ’92. last_img read more

Q&A with ESPN analyst Jay Bilas

first_imgATLANTA — The matchup between Syracuse and Michigan, a pair of No. 4 seeds in the NCAA Tournament, is considered by many experts to be a toss up in the days leading up to Saturday’s semifinal. Even Las Vegas, the city with a sports-betting industry designed to find the smallest discrepancies between two opponents, has Michigan as just a two-point favorite.Will Jim Boeheim’s 2-3 zone defense frustrate yet another opponent? Will Trey Burke, the Associated Press Player of the Year, continue to dominate games as he has all season?Those are just some of the questions that will be answered Saturday afternoon. But in the meantime, The Daily Orange caught up with ESPN college basketball analyst Jay Bilas to analyze the matchup. Here’s what Bilas had to say:The Daily Orange: A lot of Michigan’s play is predicated on Trey Burke being able to penetrate and pass to teammates. Everyone wants to know if Burke can penetrate Syracuse’s 2-3 zone. From what you’ve seen, what are your thoughts on that?Jay Bilas: I think he can, but I think it’s going to be really difficult. I think Syracuse has been more active in the zone than earlier in the year. In the past seven or eight games, they’ve been really, really active. I think it’s been difficult for opposing guards to get into the lane because of how active Michael Carter-Williams and Brandon Triche have been up top.AdvertisementThis is placeholder textI tend to think that the best opportunity Burke is going to have is in transition. If Syracuse turns it over or they take a bad shot and allow Michigan to get a run-out, then Burke can take advantage of getting to the rim or finding some of the opportunistic 3-point shooters that they have. I think their 3-point shooting in transition can be much more dangerous because those are going to be open, step-in looks, which are better shots than they would get against the half-court zone.The D.O.: One of the things Jim Boeheim has always said is he can’t stop teams from shooting, but he can dictate who takes the shot and where they take the shots, for the most part. So if you’re Jim Boeheim, who do you want taking the 3-point shots for Michigan?J.B.: You would rather have guys like Glenn Robinson III taking them than Stauskas. You want Stauskas to be made to put the ball on the floor. I think against Michigan you’re not going to be able to stop good 3-point shooters from taking shots. But you can try to limit the amount of open looks that their best 3-point shooters take. One of the things that Michigan can get caught up in is sometimes they can take too many 3s. That’s a concern against the zone is that they jack up too many 3s. That will be advantage Syracuse if they wind up doing that.The D.O.: Michael Carter-Williams has been great partly because of his length and partly because of his skill. One of the things his length allows him to do is get into the lane, and it seems like once he gets two feet in the lane he becomes a huge problem for defenders. How do you see Michigan trying to stop him defensively?J.B.: Michigan can put a couple of guys on him. They can put Trey Burke on him, and Burke is a good defender. One of the things when you play against a smaller player is you think about being able to see over him. But the difficulty of playing against a smaller player is that, that player can get under you. Burke can cause some problems there, force Carter-Williams to turn his back. Burke can be disruptive.They can also put Tim Hardaway Jr. on him, that’s possible. I think that would be an advantage for Michael Carter-Williams if he’s guarded by Hardaway. Hardaway is a really good player, and I think what you want to do is try to take away Carter-Williams’ ability to penetrate and make him a perimeter jump shooter. If you make him a perimeter jump shooter, he is less likely to hurt you.The D.O.: One of the things that have plagued Syracuse is offensive rebounding. Last year, we saw Notre Dame dominate with Jack Cooley inside, and Andre Drummond had two really good games against Fab Melo. Can Mitch McGary crash the offensive boards and play that role of garbage man inside?J.B.: Absolutely. I think that’s a possibility. Sometimes that zone will give up some second shots, but that’s a question of where those shots come from. If it’s a 3-point miss, I think McGary is less likely to be as big of a factor on the glass because those longer shots are usually longer rebounds. The better the quality of the shot, the more opportunity Michigan is going to have for an offensive rebound.The D.O.: Is this Syracuse team really peaking at the right team, or is this group really good at “turning it on” when it matters in the postseason?J.B.: That’s a good question. It’s hard to determine when and where a team gets hot and where it comes from. Even during the period where Syracuse was really struggling toward the end of the season, they were still working in practice and working hard to get better. I don’t think it’s necessarily a cruise control thing and then a flip-the-switch deal.But to me, the game was Seton Hall in the Big East tournament. When they played Seton Hall, they got down early as Seton Hall hit some 3s. When they wound up winning that game, with as well as they played on the offensive end, that really gave them a shot in the arm and some much-needed confidence. Their offensive improvement really helped their defense. Comments Related Stories Long and winding road: Beilein arriving at Final Four stage with decades of help, friendship from BoeheimRobinson III, Burke in for test against Syracuse’s lengthy zoneNot just yet: Boeheim reiterates he doesn’t plan on retiringBuild up: McGary develops from raw talent into focal point of Michigan offenseWare’s horrid injury motivating Louisville teammates ahead of Final Four clash with Wichita State Published on April 4, 2013 at 8:41 pm Contact Michael: [email protected] | @Michael_Cohen13center_img Facebook Twitter Google+last_img read more