Business to Business (B2B) Account Research
Ever done a trade show and wished that you and your team had uncovered more hot prospects, set up more post-show appointments and done more effective demos? If this sounds familiar, you’ll want to read this step-by-step guide to trade show success through better demos. Qualify prospects Trade show demos are a perfect time to [...]
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The rules of B2B sales are changing. You need to address these changes or risk being left behind and losing sales. B2B sales challenges for 2010 New trends in the B2B market are having a dramatic effect on sales success. Here are some of the biggest changes along with some steps you can take to [...]
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Getting the contact name is easy Most savvy salespeople know how to get a contact name at a target company almost instantly using a quick web search or services like Jigsaw, LinkedIN, Hoovers, etc. Couple that with some quick research and you are ready to “dial for dollars”, right? Maybe not. Here are a couple [...]
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On-site facility tours are one of the best ways to learn about your prospect’s needs Gathering information about an account is an ongoing process–you need to ask lots of questions over time. Here are some quick tips to help you gather information the next time your prospect says: “Would you like a tour?” Do your [...]
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