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Finding A Prospect vs. Creating A Prospect

Strategy Driven

People buy something when they cannot resolve a business problem AND they have gotten appropriate buy-in from those folks and departments who will be involved with a new solution (stakeholders – usually unknown to sellers) AND whose buying patterns match a seller’s selling patterns (Remember telemarketing? Consider leaving a comment!

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Change management and sales: influencing the buying decision path

Strategy Driven

Sales, marketing automation, and the new telemarketing field, ignore the change management aspect of what buyers must accomplish and instead focus on figuring out how and what and to whom to pitch their solution. Copyright 2007-2015 by StrategyDriven Enterprises, LLC. A Buying Decision Is A Change Management Problem.

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Credibility Crisis: 4 Sure-Fire Strategies for Cultivating Consumer Trust

Strategy Driven

Amid improved consumer confidence, with the April 2015 confidence index of 95.2 Copyright 2007-2015 by StrategyDriven Enterprises, LLC. As concerning is that approximately 70% of shoppers who do add items to their online shopping cart do not complete the purchase. well above April 2014's 81.7 Consider leaving a comment!

Crisis 50
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The Twelve Sales Metrics that Matter Most

Harvard Business Review

For example, twenty-eight percent of software companies will derive more than ninety-percent of their revenues from field sales in 2013 and this number is expected to decrease to zero in 2015. Seventy percent of inside salespeople perform lead generation and telemarketing activities. Inside Sales Roles. Sales Preparedness.

Metrics 14
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Closing the Gap Between Blue Ocean Strategy and Execution

Harvard Business Review

Traditional charities use a variety of methods to raise funds from several sources such as writing grant proposals to governments, trusts, and foundations; holding fund-raising galas for wealthy influential people and corporations; directly soliciting via mail and telemarketing; and operating charity shops. Strategy Leadership Competition'