Initial Research

Find Out Who Makes the Decision to Buy

by | Dec 5, 2012

There are three major types of buyers: individual buyers, boards or committees, and multi-level purchasing prospects. In lean times, it is rare to find an individual tasked with sole executive buying power. In a sea of corporate decision makers, you need to know which...

The First Step to Making a Sale

by | Nov 30, 2012

Life as a salesperson would be great if all our prospects came from warm referrals. However, most of us don’t have large enough networks to rely entirely on referrals. That leaves us, at one point or another, with a list of names and a phone. So if we have to make a...