HeavyHitter Sales

MARCH 22, 2012

As the customer, you are going to meet with multiple vendors, watch their presentations, and read their marketing collateral. Therefore, it is much more comfortable for the prospect to say something they think you want to hear than the actual truth.  This proprietary information is only reveled when you have an internal spy.

Analysis 146

Analysis Acxiom Face-to-face Revelation 146

SBI

FEBRUARY 26, 2013

Think too, about what happens when your prospect asks, “Can you just leave me some materials?” Use a content delivery tool that makes it possible to send electronic product collateral within seconds of entering the prospect’s information, automatically. That process takes time and time is a deal killer. eSignatures.

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. Power Prospecting.

Negotiation 111

Negotiation Tour de Force Influencer Lead Rank 111