Column by VerticalResponse CEO/Founder Janine Popick, Inc.com "Basement to Boardroom"
July 27, 2012
Understanding the needs of your prospects is paramount to closing a deal. Ask these three simple questions to get those critical insights.
If you're marketing to a business, you know how hard it can be to close a new sale. It's like pulling teeth trying to get five minutes on the phone. And if you're lucky enough to get an in-person meeting, even better!
Why is it so tough?
It might be time constraints, since everyone is so busy. It could be budgets, because the person you're selling to probably has to be careful about how much he's spending, and on what.