HeavyHitter Sales

MARCH 22, 2012

As the customer, you are going to meet with multiple vendors, watch their presentations, and read their marketing collateral. This proprietary information is only reveled when you have an internal spy.   The sales cycle is a formalized information-and-activity exchange. Did I listen to my sales intuition?

Analysis 146

Analysis Acxiom Face-to-face Revelation 146

SBI

FEBRUARY 26, 2013

Use a content delivery tool that makes it possible to send electronic product collateral within seconds of entering the prospect’s information, automatically. Then there is this… product collateral requests are objective evidence of prospect interactions and appointments. Managers also benefit greatly from the insight they can get.

Collateral 115

Collateral Revelation Trends CRM 115

Gong.io

SEPTEMBER 19, 2018

An excellent read for sales and marketing leaders alike, CMM teaches business leaders how to work backwards from the vantage point of the customer, understand their roles, goals, and pain points, and make them the foundation for powerful positioning, messaging, and sales collateral. Differentiate or Die.

Negotiation 111

Negotiation Tour de Force Influencer Lead Rank 111