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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
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008  091209s2009 usa|||| ||| ||eng d
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084  ‎$a‎217
24510‎$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$c‎2009
4900 ‎$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
7001 ‎$0‎MAPA20080651596‎$a‎Brown, Eric G.
7102 ‎$0‎MAPA20080436582‎$a‎Forrester
830 0‎$0‎MAPA20080647230‎$a‎For technology product management & marketing professionals