B2B Selling: 4 steps to gain customer intelligence before your sales call
markempa
JULY 9, 2012
Tweet They’ve downloaded your whitepapers, attended your webinars, read your blogs. They’re actively engaged with your content, and their lead score is consistently climbing. When your prospects are doing their research, make sure your sales team is doing the same if you want an immediate competitive advantage, advises Dan Kosch and Mark Shonka. Kosch and Shonka are authors of the business book, Beyond Selling Value , and co-presidents of IMPAX Corporation , a sales consulting company.
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