Incentives Industry Prospecting White Paper 
Janek Performance Group
AUGUST 23, 2023
Prospect Theory A theory of behavioral economics and finance, this idea was developed by Daniel Kahneman and Amos Tversky in 1979. Simply put, prospect theory deals with the psychology of decision making. But prospect theory states people are more motivated by what they stand to lose than what they might gain.
Janek Performance Group
APRIL 15, 2024
In our recent white paper The Ultimate Guide to Sales Negotiations , we discuss how negotiations improve with consultative selling. They must show how solutions impact immediate concerns while also looking long term, anticipating changes to the buyer’s industry that offer opportunities for growth.
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Zoominfo
JULY 25, 2023
In the not-so-distant past, a significant portion of a typical business-to-business (B2B) sales professional’s life revolved around in-person meetings with key prospects and high-value clients. Layer intent data on top of this view to find prospects in your ICP that are actively searching for your product or a similar solution.
Pipeliner
FEBRUARY 25, 2020
Your marketing approach will differ based on the industry that you are in. That’s because each industry has its own set of target demographics. To ensure that you stay relevant in the industry, you need to be on your peak. Crafting e-books, white papers, social media posts, etc. Embrace Content Marketing.
SBI
NOVEMBER 2, 2017
Nancy: Why does the industry need your solution? Additionally, Model N’s Intelligence solutions deliver analytical insights that enable the sales team to identify who to sell to and to enhance the productivity of each engagement with prospects. In this series, we ask tech executives to describe the why and how of their solution.
Sales Hacker
SEPTEMBER 24, 2022
Each funnel stage defines your steps to turn prospective buyers into customers, even if they’ve never heard of your business before. I’m the head of Product at Datanyze, specializing in sourcing up-to-date prospect contact info to keep your pipeline flowing and sales funnel fresh. And then there’s the sales funnel.
Sales Training Advice
JULY 30, 2012
Sometimes you have to prospect. The dictionary defines the verb prospect as “to search or explore (a region), as for gold.” ” When you prospect for clients, you explore your region—your town or your market niche—to locate the gold that may be buried right under your nose. Write a white paper.
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