Since business-centric buyers in the complex world of IT want to be educated and sold to in layman’s terms (not “techy” terms) and without over-wordy documentation, it… | More »
Posts Tagged ‘Sales Process’
A picture is worth a thousand words: Selling using visual marketing
Tuesday, May 17th, 2011Yes, there is still value in hosting traditional offline events
Thursday, January 13th, 2011In the world of technology consulting, current and prospective customers who are serious about investing in enterprise-wide IT solutions from a strategic viewpoint, often prefer traditional events—executive… | More »
Let 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 »
Technology buyers want technology providers with unity in marketing through delivery
Tuesday, August 17th, 2010When selecting one technology solutions provider over another, buyers should focus on each firm’s project delivery disciplines. This includes a robust and systematic process, clarity of expectations,… | More »