The last thing a sales associate wants to hear from his manager is “make these cold calls.” Truth is, if you’re selling B2B cold calling is NOT… | More »
Posts Tagged ‘Database Management’
Warming up prospects? The truth about cold calling.
Wednesday, July 13th, 2011Let marketing build your product sales pipeline
Wednesday, December 15th, 2010Yes, I said marketing. When it comes to B2B product sales, we believe that sales and marketing should work as a team, with separate roles but a… | More »
Building a community of life sciences professionals across a rarely accessible audience
Tuesday, November 16th, 2010To build a community in the pharmaceutical market, you must first understand your target constituents and then build their trust with your communication approach. For example, microbiologists… | More »
Customer relationship management: Friend or foe?
Wednesday, September 15th, 2010Need a disaster recovery plan for your company’s database? That depends. How do you and your sales team manage your contacts? Would all of your contacts be… | More »
Suspect your suspects are actually prospects?
Thursday, November 19th, 2009Foundational to even the most basic understanding of the sales process is the ability to clearly distinguish the key players to which our efforts are directed: Suspects,… | More »