The why and how of the reinvention of sales

Recently I spoke at the CRN event Xchange (XSP16) in Los Angeles

I was asked to present on the changing face of the IT industry and how the Cloud is affecting the reseller world.

I decided to concentrate my 50 minute talk on a single aspect of this transformation. The role of the sales person. After all there's only so much one can say in one presentation and make the material actionable.

The role of marketing has been transformed by the rise of CRM, marketing tools, and big data. A department that 15 years ago was often thought of as a cost center is now at the heart of many businesses. Sales however hasn’t gone through that transformation, yet. It needs to. My talk is about that aspect of the transformation of Boxes to the Cloud.

I hope you enjoy the podcast, and would love to hear your feedback on the ideas discussed within it.

Here is the  first part of the: XSP16 presentation

To find all my podcasts on my website go here: Excession Events Podcast

If you'd like to subscribe to my iTunes Podcast go here: Excession Events Podcast

The second half will be published next week.

If you liked this article and think others might enjoy it why not share it, liked it, or even comment. Let's get the conversation going.

The presentation was also covered by CRN journalists and their synopsis can can found here.

Strategic Service Provider Era Is Here: 10 Changes Solution Providers Need To Start Making Now

About the Author: Simon Dudley

Simon is a contrarian. He makes a habit of being the guy who questions the orthodoxy, the guy who doesn’t believe it just because the good and the great said it’s true. This has not always been good for his ascent up the corporate greasy pole. However it’s been very good for his employers if they are prepared to listen.

The Book The End of Certainty "How to thrive when playing by the rules is a losing strategy" explains why groupthink and the doing what you’ve always done is no longer the right move.

To keep tabs on his work please follow him on: