Pointclear
MAY 7, 2013
In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. This innovation helps leading companies gain better understanding of their buyers, leading to improved lead generation and revenue performance. Understand the Buyer''s Backstory. Study Lead Behavior.
SBI Growth
JULY 13, 2013
You will see the skills you need in a rapidly changing buyer environment. Dave worked for Paul from 2002-2008. Paul went on to lead worldwide sales at a global software company. Buyers have shifted. He explained to Dave that in the last 2 years, the informed buyer has changed the game. The Situation.
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SBI Growth
AUGUST 28, 2012
If your next sales leader candidate has 15 years of software sales experience, does it really matter if he was able to sell an on premise enterprise system to a customer in 2002? For example, companies are using antiquated approaches like Solutions Selling rather than focusing on buyer-centric sales processes.
Pointclear
OCTOBER 18, 2011
The salespeople that cold-call waste time contacting hundreds of people to find a few buyers instead of relentlessly pursuing marketing provided inquires and leads (48% of the salespeople give up after the first call). i JoJo Jensen, Dirt Farmer Wisdom Boston, MA : Red Wheel, 2002. 100% accountability, 100% follow-up.
Showpad
MARCH 14, 2019
Several types of Forrester Wave reports are published regularly and use various methodologies to evaluate software and hardware vendors, as well as service providers, in order to assist in the technology buying process. They need the analysis of experts, such as The Forrester Wave, to better position themselves with buyers.
Showpad
MARCH 14, 2019
Several types of Forrester Wave reports are published regularly and use various methodologies to evaluate software and hardware vendors, as well as service providers, in order to assist in the technology buying process. They need the analysis of experts, such as The Forrester Wave, to better position themselves with buyers.
Customer Centric Selling
NOVEMBER 25, 2013
CustomerCentric Selling® redefined selling as asking questions to empower buyers to achieve goals through the use of a seller''s offering. Most vendors continue to cling to old school selling: "convincing, persuading and overcoming objections" that is so offensive for knowledgeable buyers.
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