Do you know how to find corporate customers who are ripe for your offering, but who aren't being inundated by competitors? How about prospective clients from big companies who need you now, but aren't real price sensitive.
The key is learning how to leverage triggering events - a concept I talked about in depth in my most recent teleseminar .
If you missed it, you're in luck. Dan Walker from Sales Rep Radio called me right afterwards and I shared some of my secrets with him. If you have a few minutes, you can listen to them here: Finding Customers Who are Ready to Buy
Do you know how I could obtain a transcript of this program?
It was very interesting, but moved a little quickly.
Posted by: JRDickens | 09/06/2005 at 09:22 AM
Sorry. I don't have a transcript of the interview. Much of the info is covered in my new book, "Selling to Big Companies" which will be available in December. I've added the link to my recommended list of books. You can pre-order it now so you get it as soon as it's available.
Posted by: Jill Konrath | 09/06/2005 at 09:22 PM