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ViewPoint
MAY 23, 2011
These new response databases are looking to be a valuable prospecting resource for B-to-B marketers. Please let us know how they are working for you. And, by the way, if you have ideas for other studies you’d like to see in the arena of B-to-B database marketing, Bernice and I are all ears.
ViewPoint
JANUARY 31, 2012
Shift Resources from Sales Training to Buyer Training : sales training has usually been about training on specific off-the-shelf, perhaps customized to some degree, sales processes and methodologies. Sales reps need to make the connection between unique buying processes and the value of leads.
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ViewPoint
SEPTEMBER 12, 2018
Deploying Sales Resources 2. Let’s take a closer look: Deploying sales resources: Should the sales team be deployed by geographical territories? In addition, managers need to be sure their reps are assigned a realistic number of accounts to work. If it works, great. Monitoring & Managing How Reps Spend Their Time 3.
ViewPoint
APRIL 11, 2018
One of PointClear’s business development representatives, working on behalf of a global software company, made 11 touches (calls, voicemails and emails) and his persistence paid off. These contacts are worked until completed or until the contact cycle is exhausted. More About How Our Cadence Works.
ViewPoint
AUGUST 9, 2016
This is an advantageous position to be in—and one that leads to more deals closing and a reputation as the go-to resource in your category. If on the other hand, all 80 are worked appropriately, and sales closes 20% of the total at an average selling price of $250,000, revenue is doubled.
ViewPoint
AUGUST 16, 2018
This is an advantageous position to be in—and one that leads to more deals closing and a reputation as the go-to resource in your category. If on the other hand, all 80 are worked appropriately, and sales closes 20% of the total at an average selling price of $250,000, revenue is doubled.
ViewPoint
JULY 26, 2018
Not all radio program podcasts lend themselves to being used as case studies, but Jane notices that with a little work, this program fits the basic criteria. A new white paper is also in the works. Resources section of the website. Testimonials are important today as each is thought of as a product/service review. Case studies.
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