April 2009
A question I’m often asked by companies who want to increase order size, margins and strategic account focus is: What’s the best way to move from an inside sales model to key account selling? Their sales people are typically responding to inquiries and closing orders on the phone for standard products, but not doing much [...]
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JIGSAW is an industry directory that can be used to find companies to call on, and to find prospects in those companies to reach out to. JIGSAW is a reasonably priced service that provides good (and ever improving data). I use JIGSAW daily, and have recommended it to many of my B2B-sales training customers. [...]
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Before you make that first call, you need to understand the problems that the prospect faces that you can solve. This B2B Quick Tip shows you a very efficient way to do account research on a prospects web site. Most reps start working their way around the web site visiting pages like the: News, About, [...]
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