prospecting

Getting to the Decision Maker – Go Over a Prospects Head?

Getting to the Decision Maker

Inbound marketing and leads coming in through your website are great!  If done well, these can be among the most qualified and “hot” leads you can get.  However, for B2B marketers and salespeople, frequently the person that visits your site is not the actual decision maker.  Often the lead is a lower level staff member … Continue reading

Empowering Customer Decisions with CRM Process

Facilitating Decisions with CRM Process

What’s the most precious commodity in relationships with customers?  With decades of experience working closely with clients, my answer is that it is either  time or trust. Obtaining a customer’s time is where a tremendous portion of salespeople’s effort goes which generally is in the interest of earning the customer’s trust. You can have time … Continue reading

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