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

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<subTitle> : how surveys like Forrester's business data services can inform one-on-one sales conversations</subTitle>
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<namePart>Brown, Eric G.</namePart>
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<abstract displayLabel="Summary">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</abstract>
<note type="statement of responsibility">by Eric G. Brown... [et al.]</note>
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