The Corporate Executive Board’s Marketing Executive Council surveyed over 5000 individuals to determine what customers are looking for in a business-to-business supplier. Interesting data comes out about the drivers of… read more →
According to recent breakthrough research by the Corporate Executive Board, today’s effective salesperson needs to be a Challenger – a teacher, a provocateur of sorts, a thinking man/woman who is… read more →
It’s November and we’re deep into the fall sales quarter, football games and we’re fast-facing the holiday season. Just this past weekend we witnessed the game of century (LSU vs… read more →
Account review sessions can be formal or informal sessions involving managers, the account rep or team, technical management and any other key individuals participating in the analysis and strategy development… read more →
It’s an age old question: Do I spend more time researching companies before I call them or do I make more “cold” phone calls? This topic is too much debated.… read more →