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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| 001 | MAP20090103801 | ||
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| 008 | 091209s2009 usa|||| ||| ||eng d | ||
| 040 | $aMAP$bspa$dMAP | ||
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| 245 | 1 | 0 | $aHelp sales teams connect with buyers by mining quantitative survey data$b : how surveys like Forrester's business data services can inform one-on-one sales conversations$cby Eric G. Brown... [et al.] |
| 260 | $aCambridge$bForrester Research$c2009 | ||
| 490 | 0 | $aFor technology product management & marketing professionals | |
| 520 | $aWhen 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 | ||
| 650 | 1 | $0MAPA20080582890$aTécnicas de venta | |
| 650 | 1 | $0MAPA20080631925$aNuevas tecnologías de la información | |
| 650 | 1 | $0MAPA20080550936$aFormación | |
| 650 | 1 | $0MAPA20080614577$aLanzamiento de productos | |
| 650 | 1 | $0MAPA20080550592$aEncuestas | |
| 650 | 1 | $0MAPA20080619701$aInvestigación cuantitativa | |
| 650 | $0MAPA20190001328$aMárketing de la empresa de seguros | ||
| 700 | 1 | $0MAPA20080651596$aBrown, Eric G. | |
| 710 | 2 | $0MAPA20080436582$aForrester | |
| 830 | 0 | $0MAPA20080647230$aFor technology product management & marketing professionals |