Centro de Documentacion de Fundación MAPFRE - Help sales teams connect with buyers by mining quantitative survey data : how surveys like Forrester's business data services can inform one-on-one sales conversations

MAP20090103801

Help sales teams connect with buyers by mining quantitative survey data : how surveys like Forrester's business data services can inform one-on-one sales conversations / by Eric G. Brown... [et al.]. — Cambridge : Forrester Research, 2009

(For technology product management & marketing professionals)

Sumario: When a salesperson meets with an important prospect, he needs a lot more than product knowledge to catch the prospects interest. In a recent survey of 166 IT and business buyers, when asked what makes them take an appointment with a salesperson, 69% of them said that it was because the salesperson addressed a business problem that they currently have. But buyers have different sets of business problems, so engagement begins with an understanding of the buyers needs and realities

1. Técnicas de venta . 2. Nuevas tecnologías de la información . 3. Formación . 4. Lanzamiento de productos . 5. Encuestas . 6. Investigación cuantitativa . 7. Márketing de la empresa de seguros . I. Brown, Eric G. . II. Forrester . III. For technology product management & marketing professionals . IV. Title.