|
Challenge: To
effectively sell and market technical software, you have to
know who the jury is and whether the company has the systems
and personnel to support it. |
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Solution:
Starting only with a file of
company names and phone numbers, our interviewers identified
manufacturers who did their own machining. Vital contact
information was collected for the person who managed the
process. |
|
Results:
Salespeople
closed sales faster by using highly targeted information to
contact the individuals directly responsible for purchases of
manufacturing-related software. |
