ViewPoint

JUNE 24, 2016

PMI), an industry-leading sales best practices consulting firm, and Dave is the founder of the independent advisory firm ES Research Group, Inc. We talk about how to build credibility, how to earn trust, and how to engage with a customer before there’s an RFP or a deal on the table.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

SEPTEMBER 13, 2016

It’s like responding to the RFP that you haven’t written. And, sitting around waiting for a buyer to decide to reach out to you is not an effective strategy. But when they do that, they minimize their ability to shift the customer’s thinking, to get them to consider different points of view, to create differentiated value.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

MARCH 6, 2012

According to Aberdeen , 40% of the sales-forecasted pipeline among Best-in-Class companies is generated by marketing, compared with 22% among Industry Average firms and 13% within Laggard companies. Moreover, Best-in-Class companies report a 31.6% average year-over-year growth in corporate revenue, versus 18.7% decline among Laggards.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120