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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
Recurso electrónico / electronic resource
Section: Electronic documents
Title: 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.]
Publication: Cambridge : Forrester Research, 2009Series: (For technology product management & marketing professionals)Notes: 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 realitiesMateria / lugar / evento: Técnicas de venta ‌Nuevas tecnologías de la información ‌Formación ‌Lanzamiento de productos ‌Encuestas ‌Investigación cuantitativa ‌Márketing de la empresa de seguros ‌Otros autores: Brown, Eric G. ‌
Forrester ‌
Secondary series: For technology product management & marketing professionals ‌Other categories: 217
Rights: In Copyright (InC)