Uncovering the Hidden
Costs of Sales Support
An
educational webinar
on uncovering the hidden
costs of sales support
in the
business-to-business
technology market.
During the session,
Scott Santucci, Senior
Analyst at Forrester
Research, discusses
the challenges facing
technology vendors in
today’s market as they
are struggle to maintain
revenue growth while, at
the same time, reducing
their costs. Then
J Davis presents the
Harte-Hanks approach to
increasing sales
productivity using Ci
Pipeline, the lead
generation service
developed specifically
for technology sales.
What you will learn:
•
What are the key drivers behind SG&A expense and how deep will cuts go•
What technology vendors are spending on average on sales support per salesperson•
How these costs are distributed across marketing and sales by activity•
Where the hidden costs lie and how to find them
