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Press Your Sales Team’s FAST-FORWARD Button

By July 21, 2020June 11th, 2024No Comments


Okay, so a few month’s ago we had field sales and insides sales.  The Inside group focused on identifying prospects and warming them up to hand off to the group in the field carrying the bag.  Both were measured by performance against established goals.  Meet your quotas – congrats!  Here’s your commission, your spiff or your bonus.

Those days are gone.  The pandemic influence has forced changes that may prove to be better than how we had our sales structure planned out prior to the lockdowns.

Digital Sales Strategy

Incorporating technology into the sales strategy in a more sophisticated way requires the players to have a more unique skillset.  Emotional intelligence and self-awareness skills have been high on the list of requirements for top performers and are still important, but there’s a shift to high-performance sales teams adopting a digital-first strategy.

RELATIONSHIPS – Valuable relationships can be established “remotely”.  The method of engagement is focused more on impactful language and a relatable tone using customized digital channels.  Some studies are touting the sales team of tomorrow will consist of channel managers along with customer-satisfaction managers.

Omnichannel marketing allows sales teams to hit every touchpoint – every  click represents an item of interest.  This allows the opportunity to guide the prospect’s response and gain an accurate cost relating to what works and what doesn’t work.

Technology Paired with a Personal Touch

Digital business hands pointing at abstract blue cyberspace background. Artificial intelligence and technology concept. 3D Rendering

DIGITAL TOOLS – Now is the time to invest in technology to support the changing sales roles. For example, marketing automation allows campaigns to be out there working for you 24/7.  These digital tools allow engagement on a personalized level with 100’s and 1,000’s of prospects, and go far in qualifying leads.  Next steps, would be to remove the prospect from the automated process and engage on a personalized one-to-one level – pairing technology with a “personal more customized touch”.

Along with a new way to establish and nurture a relationship, the digital model facilitates back-to-back meetings that would not have been physically possible prior to our “lockdown”.


Today’s data and circumstances proves sales roles are transforming fast – and that’s a good thing.  Your team needs to be nimble and data driven in its marketing and selling approach.  It’s a combo of actions that make significant changes in favor of remote sales.

Part 2 – Compensation will be more outcome-based, measuring performance in different ways.

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Ballast Point Ventures

Ballast Point Ventures is a later-stage venture capital fund established to provide expansion capital for rapidly growing, privately owned companies in diverse industries, with a particular emphasis on companies located in Florida, the Southeast, and Texas. The BPV partners have more than 70 years of combined experience investing in and building high-growth companies in a number of industries, including healthcare, business services, communications, technology, financial services, and consumer goods. BPV has $200 million under management and seeks to make equity investments ranging from $3 million to $10 million.

Harbert Management Corporation

Harbert Management Corporation seeks to generate superior returns for their investors by identifying and investing in the most promising early growth stage companies in the Southeastern U.S. HMC seeks to capitalize on what it believes are compelling regional dynamics, such as a strong and fast-growing economy, significant research and development activities, and an established entrepreneurial community. The HMC team combines substantial investment, advisory, and operating experience with capital and networking contacts to support great entrepreneurial teams in successfully executing their growth plans. With offices in Birmingham, Alabama; Richmond, Virginia; and Gainesville, Florida, it’s well positioned to partner with entrepreneurs throughout the Southeast.

KBH Ventures

KBH Ventures was an early investor in Iconixx Software. KBH's investment philosophy plays a significant role in the firm's successful track record. KBH believes in running businesses to be cashflow positive and profitable every month. Startups and companies in a startup mode, such as one that has been purchased in distress, are expected to generate revenue within the first six months and reach profitability within the first 12 to 18 months. KBH also only invests in or acquires companies that are in the startup phase or have less than $20 million in revenues. KBH targets technology companies that offer business-to-business services.

S3 Ventures

S3 Ventures is an early expansion and growth stage venture firm with $200 million under management. It’s focused on information technology solutions that solve large business problems. S3 also invests in medical devices that improve the human condition. S3 invests in category-defining opportunities. It partners with the team and help focus methodically on what it takes to build a successful company. S3 today helps talented entrepreneurs take their technology and market knowledge and form valuable businesses in a repeatable fashion. Investment sizes start at several million or more for Series A, B, and C financing.