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A telemarketing team calls prospective accounts that presumably have the desired spend, in an attempt to determine where the companies are in their purchasing relationships, and when those relationships are slated for reevaluation. “When companies spend a quarter of a million dollars to several million dollars, they have systematic ways to reevaluate relationships. We want to know the timing of this, and then start calendaring [it] for our members,” said Muzzillo. “There are only three ways you sell something: through awareness, trial and commitment. So, step one is just to make them aware of us, and the fact that we have offices in their areas.”
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Maggie Dewitt
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