Winning the Midmarket: Cost-Effective Strategies to Improve Sales Performance

Table of Contents
IDC Opinion
In This Study
Methodology
Situation Overview
Key Findings
Channel Preferences
Figure: Channel Used Most Often for Purchases
Figure: Preferred Channel for Purchases
Figure: Channel Impact on Vendor Consideration
Length of the Buying Process
Remote Interaction
Figure: Weight Given to Resource-Related Factors During the Decision-Making Process
Figure: Most Helpful and Important Factor During the Investment Decision-Making Process
Figure: Reduction in Likelihood of Winning Business for Vendors Not Meeting Contract Frequency Expectations by Method
Figure: Preferred Remote Interaction Type Coming Closest to Face-to-Face Meeting
Communicating with the Midmarket
Figure: Where Investment Decision Communication Process Breaks Down
Resource Trade-Offs
Building Sales Representative Skills
Figure: Top 3 Largest Wastes of Time During the Investment Decision-Making Process Involving Preferred Source
Figure: Strengths Looked for in Using Purchase Source
Figure: What Purchase Source Could Do Differently to Reduce the Time It Takes to Make Investment Decision
Figure: Traits Giving Purchase Source Advantage Over the Competition
A Wakeup Call for Sales
Universal Midmarket Findings
Large Investments
Hardware Investments
Software Investments
IT Services Investments
SaaS Investments
Telecom Services Investments
Future Outlook
A Wake-Up Call for Sales
Essential Guidance
Key Steps
Communications
Skills
A Focus on Process Excellence
Next Steps
Learn More
Related Research
Synopsis