Posts tagged case
A Case Study of a Dumb Cold Call
Aug 3rd
Hard to believe a salesperson could make so many mistakes in a short period of time, using so few words.
But it happened. I’ll explain in detail.
I overheard Steve, my marketing guy, who also answers the phone in my office, talking to the caller:
"Well, that would be Art. I’ll transfer you."
He put the call on hold More >
Check your sales process to search for competitive advantage – 2 case studies
Jun 28th
I have two examples for you this week that you may, perhaps even will, be able to apply to your business. The first looks past the idea of benchmarking towards achieving a real match of sales strategy to customers’ real needs and preferred buying processes. The second links the concept of identifying new market segments More >