Sales And Marketing Management

Is sales outsourcing a worthwhile consideration for your company? Well, only you can decide if sales outsourcing will ultimately be productive, but it certainly is worth considering.

For technology companies, sales and marketing management is perhaps even more challenging than it is for other types of sales-based enterprises. That's because the realities facing tech firms are different in ways that are sometimes subtle and sometimes profound. Most importantly, the sales and marketing management for these companies needs to adhere to the premises and principles of "Chasm Theory." Chasm Theory, introduced by Geoffrey Moore in his 1991 book "Crossing The Chasm," asserts that the market for tech companies is made up of four basic and critically important components:

1. A set of customers (actual or potential)...
2. for a given product or service (or set of products or services)...
3. who all have certain wants and needs in common...
4. and who reference one another when making their buying decisions.

In fact, Moore asserts that the fact that high-tech customers tend to reference each other is a critical factor in successful sales and marketing management for high-tech companies.

At The Lighthouse Sales Group, we understand not just Chasm Theory but how to implement its prime tenets of success. And The Lighthouse Sales Group has its own proven methodologies for success. For effective sales and marketing management that will lead your company to long-term success, call The Lighthouse Sales Group today. (760) 696-3829.