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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<rdf:Description>
<dc:creator>Brown, Eric G.</dc:creator>
<dc:creator>Forrester</dc:creator>
<dc:date>2009</dc:date>
<dc:description xml:lang="es">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</dc:description>
<dc:identifier>https://documentacion.fundacionmapfre.org/documentacion/publico/es/bib/116909.do</dc:identifier>
<dc:language>eng</dc:language>
<dc:publisher>Forrester Research</dc:publisher>
<dc:rights xml:lang="es">InC - http://rightsstatements.org/vocab/InC/1.0/</dc:rights>
<dc:subject xml:lang="es">Técnicas de venta</dc:subject>
<dc:subject xml:lang="es">Nuevas tecnologías de la información</dc:subject>
<dc:subject xml:lang="es">Formación</dc:subject>
<dc:subject xml:lang="es">Lanzamiento de productos</dc:subject>
<dc:subject xml:lang="es">Encuestas</dc:subject>
<dc:subject xml:lang="es">Investigación cuantitativa</dc:subject>
<dc:subject xml:lang="es">Márketing de la empresa de seguros</dc:subject>
<dc:type xml:lang="es">Books</dc:type>
<dc:title xml:lang="es">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</dc:title>
<dc:relation xml:lang="es">For technology product management & marketing professionals</dc:relation>
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