Month: December 2015

If it’s not happening at your company, it’s time for Sales and Marketing to work together. The stakes are too high for them not to. Everyone believes that the buyer is controlling the buying process. Prospects are doing their own research on the products or services they want. Most are about 60% of the way… Continue reading Time for Sales and Marketing to Work Together

Every day your job as a sales rep becomes more difficult. Gone are the days when you can walk into an office without an appointment and get to meet a prospect. When calling prospects your phone calls end up in voice mail and many never call back. Companies are still buying. However, they are researching… Continue reading Are You Overlooking This Key Source of Prospects?

Prospects are in charge of the Buying Process. They are more skeptical than ever. The latest information indicates that the average person is bombarded with 2,900 marketing messages daily. Just imagine – you and everyone you know bombarded with that many messages every day. How do you yourself react?. Here’s some more startling information: Current… Continue reading Building Trust with a Skeptical Prospect