2007 Prospecting Software Workshop 
The Pipeline
AUGUST 5, 2011
December 2007. We at Software Advice typically focus on sales force automation software , but we decided to broaden our focuse and see what is available on mobile devices to match the needs of a mobile sales force. You can see her articles regularly on the Software Advice blog. Prospecting. January 2009.
The Pipeline
JANUARY 13, 2012
December 2007. I had a call from Bob, a director of sales with software company. The reason you have the end of quarter derby, is that most sales people don’t prospect or close enough along the way, and as the finish line nears they go into closing mode. Prospecting. January 2009. December 2008. November 2008.
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The Pipeline
MAY 12, 2011
December 2007. Ideally in your line of questioning during uncovering these you should try and get the prospect to attach a monetary value to the compelling reasons. Your salespeople must be able to identify the questioning opportunities in real time while their prospects are responding to the question currently in play.
The Pipeline
OCTOBER 3, 2011
December 2007. A variation on the familiar “oh no, it is not the hardware, it’s a software issue” ya right. Prospecting. 3 R’s of Prospecting Success. January 2009. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008.
The Pipeline
APRIL 15, 2011
December 2007. Recent research by Demand Gen Report found that, “…58 percent of B2B marketers believe the role of a marketer ‘never ends’ even when the lead has been transitioned to sales…” Marketing automation helps marketers add value to buyer relationships even after those prospects have begun to interact with salespeople.
The Pipeline
JULY 29, 2011
December 2007. If you don’t have your inbound web strategy in place, outbound sales will have to work harder to find prospects and nurture them. Ask your prospects what you can do to help them learn your products and how they can help. And the easier and more comprehensive your software, the better. Prospecting.
The ROI Guy
DECEMBER 6, 2010
Now, in B2B, we have seen a similar dramatic shift towards prospects taking charge of the buying cycle, using on-line content marketing, resources and tools to drive research, comparisons and purchase decisions. Tailwinds for Marketing Automation Software - Insi. IDC: Economic Buyers, Digital Overload and Sales E.
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