industry 
ViewPoint
MARCH 22, 2018
Unless you are the low-price leader, value selling is essential to the success of your business. The real challenge is to learn how to demonstrate that the extra cost of your product or service is worth it. Let’s Take an Example. The best product, at the best price, does not always win the order. Dave Kurlan.
ViewPoint
AUGUST 30, 2016
As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. You may have considered the following challenges when evaluating the choice to improve results by outsourcing your teleprospecting lead generation: Our business is different. Sales is sales.
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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. The book includes in-depth case studies that delve into the experiences that industry-leading companies have with their own customers.
ViewPoint
FEBRUARY 23, 2018
We’ve been agile from the start, and we’re glad the concept is gaining traction in the industry. This scenario is in stark contrast to what others in our industry do, which can be encapsulated as follows: Send me a list, send me a script, send me some money—and we’ll send you some leads. (Of years—twice the industry standard.
ViewPoint
MAY 13, 2016
The company had a good product—better than the competition—yet it disappeared. Sales reps did not know how to prospect for new business so the 20,000 “leads” were ignored and wasted. Here’s an example from one of our past research partners, an $80 billion IT management organization. Validation of business issues/opportunities.
ViewPoint
OCTOBER 31, 2011
For more fresh sales strategies that work actually with today's crazy-busy prospects, visit www.jillkonrath.com. Crazy-busy people read their email with their finger on the delete key. Research your prospect's specific company, industry or position. Examples might be: relocations, mergers, management changes or new legislation.
ViewPoint
OCTOBER 1, 2015
That’s what I set out to find when I presented this question to fellow industry experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months.
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