ViewPoint

JULY 12, 2017

The sales representative said that he would set up the call with the SE and get the proposal to the prospect within the next five days. The proposal, he said, would cover the install time and requirements. Our competitor had already quoted a price, the SE was probably available, and we already knew the average install time.

Top of Funnel 149

Top of Funnel Forecasting Pricing Price 149

ViewPoint

JUNE 20, 2013

With the tap of a button a prospective buyer can quickly research competitor’s prices or on the flipside a salesperson can quickly search the LinkedIn account for a prospect and have immediate research in hand. They loved your proposal and acknowledged that your program was superior, so why? Via Selling Power Blog.

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

JUNE 15, 2012

If you have outside salespeople, always deliver a proposal in person. ’ But it really doesn’t tell you they’ve been talking to one or two salespeople from their most valued suppliers for five months, and the only reason they’re talking to you is to get the third bid. Use BANT qualifiers.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

JANUARY 26, 2012

Let me go out on a limb and propose the top five media for your lead generation toolkit. From a lead generation perspective, you are getting people who are already looking around for solutions, and your risk is vastly reduced thanks to pay-per-click pricing. There’s a lot of controversy out there on the subject.

B to B 120

B to B netFactor Media SEM 120