2010 Sales & PS planning for small Tech. Co.s

Would your planning be more productive if you had access to several other small technology centric companies’s 2010 expectations?

Specifically, how SaaS, Cloud Computing, Web 2.0, outsourcing, and other new factors influence:

1) Required Sales to Sales Engineering ratios?

2) Inside sales to field sales?

3) The necessity of Proof-of-Concepts? Are they paid or not paid?

4) How much face … Continue Reading

Xtra Effort client hiring activity; Barometer?

If Xtra Effort’s world of helping small technology centric companies hire Sales, Sales Engineers, and Professional Service people (nationally) is a barometer to economic health – things are improving.

We have seen a considerable uptick in hiring demand, including expansion slots.

Recent hires and new job requirements have included:

Companies that provide software or Software-as-a-Service solutions related to … Continue Reading

Changes in Enterprise Sales: Interpretation, Ideas and Actions

Have you noticed the recent impact of the internet and market consolidation on Enterprise Sales -particularly on small technology centric companies?

We have, and wanted to summarize and interpret the impact with simple observations and examples.

Brian Geery, EVP of Quota Inc., a sales consulting firm, and I collaborated to produce an 11 minute, 10 second presentation.

How … Continue Reading

Hunters versus Farmers

Hunters need the stimulation of a transaction, and appreciate the associated visibility and recognition.Farmers/account managers find prospecting to be laborious or are unfulfilled with a transaction unto itself. They prefer the potential of a quality longer term relationship (including a series of transactions, fulfillment of business needs, etc.)

Both profiles are motivated by compensation. In … Continue Reading

Summer 2009 Client Hiring data

Many clients and candidates continue to frequently ask, “what are you seeing out there?” Xtra Effort client hiring demand was better than expected, particularly for the Summer season. Data center, database, and application infrastructure companies seem to request the most hiring assistance, followed by niche SAAS companies. Traditional client site installed business application software has … Continue Reading

Book Suggestion: Beyond Positive Thinking; by Robert Anthony

I just finished the book, “Beyond Positive Thinking” by Robert Anthony. A must read. I particularly like his thoughts on finding your joy and living in the Now, in addition to MUCH more quality content.

See: http://books.google.com/books?id=29Q40Wwm_rwC&dq=Dr.+robert+anthony+behyond+positive+thinking&source=gbs_navlinks_s

It just occurred to me that I should not confuse telling others about the book with actually IMPLEMENTING his … Continue Reading

commentary on Xtra Effort hiring demand

Companies with hiring demand this current month provide enterprise solutions related to fraud prevention software, marketing automation, data integration, outplacement services, data storage technology and services, and IT infrastructure consulting.

Solutions are more often being delivered through Software-as-a-Service and Cloud Computing, but installed software remains a common way to buy solutions.

We have seen an increase in … Continue Reading