2002 Buyer Marketing Prospecting 
A Sales Guy
MARCH 30, 2021
It doesn’t address topics like closing or overcoming objections or prospecting or email writing. S**t, when it was written in 2002, LinkedIn wasn’t a thing, there was no “social” selling, and your sales stack was the yellow-pages. Remember, he published the book in 2002, 6 years before the Great Recession.
SBI Growth
JULY 13, 2013
The market outpaced him. You will see the skills you need in a rapidly changing buyer environment. Dave worked for Paul from 2002-2008. He had failed to evolve at the same pace as the market. Buyers have shifted. If you know how to listen to the market, you will be able to stay ahead. Below is a true story.
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Janek Performance Group
AUGUST 23, 2023
Most buyers cannot afford to be impulsive. But as trusted advisors, B2B sellers can still generate urgency to help skeptical buyers help themselves. Buyers may think falling short of goals is suboptimal, but not catastrophic. Every buyer has something that gives pause. Of course, all buyers assess needs differently.
Customer Centric Selling
APRIL 29, 2015
No Prospect. When launching CustomerCentric Selling® in 2002 the first core concept of our process was: No goal means no prospect. In other words, if sellers can’t get potential buyers to share desired business outcomes (or problems) they’re willing to spend money to achieve (or address), there’s no selling to be done.
LeadFuze
JANUARY 1, 2022
How to Make a Go To Market Strategy With Our Proven Template. The Winning by Design Blueprint Series provides a step-by-step go to market plan for every part of the sales process, including developing a go to market strategy. First, we will define what “go to market” really means. Go To Market Strategy.
Pointclear
MARCH 6, 2012
Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She is a founding member of the Savvy B2B Marketing blog , and contributes regularly to the Content Marketing Institute blog.
Pipeliner
JANUARY 10, 2018
In the 2002 movie Minority Report , there was a scene that blew me away. As with the film, such online sales efforts usually end up as nothing more than annoyances, simply because it’s almost impossible for their creators to address the specific problems or issues actually confronting prospects. It’s all about the buyer.
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