Posts Tagged "spin selling"

How to Create a Comprehensive Prospect Profile (Part 1 of 2) by Pat Ryan

Posted on Feb 26, 2013 in Archive, Training and HR

Some lead generation organizations simply don’t understand the vital role that DETAILS play in helping a sales person determine when, how and IF to follow up with a potential prospect: Is there a project? Who is in charge of that project? What are the business drivers? What are the timelines? Is there a budget? What is it? What other companies are you talking to? Who is the decision maker? Previous negative experiences with traditional telemarketing companies actually led to the founding of Mentor Tech Group.  We saw a need to COUNTER the shortfalls of these companies to: Focus on one area...

Read More