All it takes is for one of the many CC’d recipients to raise a question, or a query to impact on the pace of the sale.
The inside track as to what pricks their interest. Specifically we asked them what turns buyers ON, or to that matter what turns them OFF!
I talked to a manager in one of the leading telemarketing agencies today. He told me of new offices opening worldwide and the addition of hundreds of new telemarketers. Needless I wished him and his team well. It was the only polite thing to do. However, privately I shuddered. Here is what I was really […]
Two fundamental changes are transforming the way important corporate buying decisions are made. The first change everybody is aware of, that is the global economic slowdown and the slow process of recovering from recession. The second change, although equally important, is much less obvious. It concerns the increasingly sophisticated nature of corporate buying decisions. The […]