Does the solution fit their business need? If it doesn’t, you should probably go sell somewhere else. A company’s need for something is one of their most powerful buying motivators.
From the buyer’s perspective, need is the reason they have to buy something and must find an answer to solve their need. From the seller’s perceptive, [...]

Finding the decision maker and getting them to respond can be one of the hardest things a sales rep faces during the sales cycle.  Sales intelligence data can give you insights on who the decision maker might be, what questions to ask, and how to respond to his or her questions. However, you can’t expect to [...]

Before you start the relationship building process with prospects, you need to identify which of your prospects are hot and which ones are not. Using BANT (Budget, Authority, Need and Time) criteria, you can better qualify what leads you should go after. Originally developed by IBM, BANT criteria can help you determine if there’s a [...]

Last year was a very turbulent year for IT spending. Most companies were trying to reduce their costs and weren’t spending cash on their IT infrastructure until the dust settled from the great recession of 2009.

Understanding how decision makers qualify spending their limited budget is invaluable for two reasons: one, being empathetic to your prospect’s needs will build more trust with your potential client, and two, aligning your solution with a defined need within the company will show a clear-cut and more accurate ROI.