Hoover's and Miller Heiman would like to offer you PDF versions of this month's sales tip and whitepaper.
Sales Tip: Find the Floating Decision Maker (PDF Download)
The person who has the final say in the buying process is not the same in every sale; they "float" throughout an organization. To find this critical player, ask yourself how the sale is likely to be perceived in terms of four variables.
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Whitepaper: Breaking Tradition to Enhance Success in the Energy Industry (PDF Download)
For companies in the oil and gas industry, sales practices that have proven successful in the past may not be enough to produce similar results in the future. This report challenges some of the long-standing methods of selling in this industry and highlights how changes can support an organization's ability to increase sales cycle predictability. While the energy sector is frequently affected by factors outside its span of control, this study identified highly controllable sales activities that deserve a closer look.
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