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Monthly Archives

February 2015

What Makes a Good Case Study?

By | Management, Sales

Case Study

 

 

 

 

 

 

 

 

 

Today’s customers rely on research before they are ready to buy. According to Lori Wizdo’s blog for Forrester “today’s buyers might be anywhere from two-thirds to 90% of the way through their journey before they reach out to the vendor.”  This puts more pressure on businesses to have good collateral, content and case studies easily available to prospects. This material will speak for your company and product before your salespeople have a chance to. Case studies or customer success stories are a great way to make a good impression and give prospects the practical information they need when considering your solution.

But what makes a good case study?

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Do More Than Just Cold Call: Tips From a Former Business Development Rep

By | Management, Sales

Telephone

In my few years working in sales and business development, I’ve seen the role of the sales development representative change drastically. Whether your title is Sales Development Rep (SDR), Business Development Rep (BDR), Revenue Development Rep (RDR), Inside Sales or any other of the many names for this position, you’re no longer simply expected to cold call day in and day out – don’t relax though, that doesn’t mean it’ll be easier.

But how has this role changed and what does it mean for sales?

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