In the News

Predictive technology taps into big data to help advisers connect with potential clients

Posted by Skura Marketing on May 13, 2014 5:08:00 PM

New software helps advisers select optimal media and times for making contact with prospects

By Joyce Hanson   |  May 13, 2014 - 1:27 pm EST

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Topics: predictive analytics, business collaboration and sales enablement, sales enablement, predictive modeling, Adaptive Sales Enablement, sales empowerment

Why Reps Can’t Sell. It’s the (Selling) System, Stupid!

Posted by Kent Potts on Apr 22, 2014 9:55:00 AM

Article by  on April 17, 2014 Editor's Pick 2 Comments

Two words for sales reps trying to get time with Pete Sattler, CIO of International Flavors & Fragrances: Lotsa Luck. You’ll need it, because you won’t get past his defenses aimed at avoiding time-wasting reps that pitch “feature bingo.”

During his two decades of experience with sales reps, he’s also seen all the tricks designed to get past gatekeepers. So don’t bother calling after 5 p.m., sending him half a gift (the other half to be delivered when he meets with you), or anything else.

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Topics: sales content management, sales enablement, marketing automation, sales empowerment

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