I say it time and time again: The best people to pick up prospecting tips from are the appointment setting guys. Steve Richard from Vorsight is one of those guys. I personally learn a lot from the tips and tactics they are willing to share. If you are in the business, you should too. Here are his Madlibs:
- The b2b buyer is overwhelmed and, as a result, more unaware of their needs than ever. How do you help someone realize they have a need that they didn’t know they had five minutes ago?
- The biggest innovation in sales is a deeper understanding of the buyer’s journey and how to align selling activities to it. [Read more...]