Special Report on
Marketing for the Complex Sale
Marketing for the Complex Sale - Trends
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0. Introduction Why is lead generation inherently more challenging in the complex sale? - Fewer opportunities - Commoditization is more difficult to overcome - Increased selling at the executive level - Must reach the sphere of influence - Less selling time - Return on investment A complex sale more often than not entails a consultative approach to selling. 1. Essential lead generation “Sales people must be enabled to do what they do best – to sell, with leads that have been qualified as sales ready.” Trust is important. Sales people must earn the recognition of “trusted advisor”. People buy ...
If you're selling complex and expensive products or services, the telephone is a key marketing tool - with an emphasis on the word "marketing". It's not just for sales people anymore. Here's what telemarketing can do for you: Generate leads. Telemarketing along with direct mail and e-mail marketing is currently the best 1-2-3 combo for generating and maintaining awareness among business-to-business prospects. Find hot opportunities. It's the best way to find out what opportunities exist right now inside your prospects and clients companies. Telemarketing ... Read More
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