For Technology Sales Enablement Professionals

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	May 17, 2010 Technology Buyer Insight Study: Executives' Preferred Forms Of Sales Contact Engaging With Executives Is More About What To Say Than How To Say It by Scott Santucci with Eric G. Brown, Robert Muhlhausen	Average: 10  (5 ratings)

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Executive Summary

Growing the size and health of the pipeline is a major focus at most technology vendors. For the majority of sales leaders, prospecting remains the most reliable form of creating opportunity. Executive buyers still prefer traditional communication methods like phone or email. Instead of treating prospecting as a numbers game and finding more ways to generate more phone calls or larger batches of emails, as sales enablement professionals you should focus more energy on hot topics of the specific target executives and develop short but compelling examples of how your firm has helped others in those specific situations.

TABLE OF CONTENTS

• How Do Executives Prefer To Engage With Vendor Sales Professionals?
• Qualitative Feedback Sheds Light On The Story
• What Should Salespeople Say After They Say Hello?

WHAT IT MEANS

• Implications To Vendor Sales Strategies
• Supplemental Material
• Related Research Documents

This is an excerpt

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