The below article from the Mass Hightech Times informs us that smaller technology companies are considering a near 100% virtual model, including the outsourcing of Sales. Their example is a hardware company with a seemingly low price point. It is Xtra Effort’s opinion that outsourcing of Sales is only viable if the product’s price point is relatively low, the category mature, and the installation/integration simple. Otherwise it won’t work. Sellers need to have extensive knowledge of their customers, markets, and pain points to be effective in making a corporation feel comfortable to make a capital expenditure … Continue Reading

In the past month, Xtra Effort has helped three clients hire very accomplished sales people within clients’ respective niches, i.e., “find me the purple squirrel”. Clients continue to insist on both functional skills and industry knowledge/experience. These hires represented long evaluation processes. The interview process is longer because both candidates and clients are cautious in today’s market. Clients can’t afford a bad hire because of the impact on cost, time loss, and customer perceptions. Candidates don’t want to jump from one risky company to another because of lack of due diligence, and end up with too many job … Continue Reading