The Sales Secret to Landing a Multi-Year Strategic Account

The Sales Secret to Landing a Multi-Year Strategic Account

Sales TipsI’ve probably told this story across hundreds of Broadlook product demonstrations and multiple speaking events over the past seven years, and it never seems to tire or become irrelevant. In fact, I may argue that it is even more relevant today in our hyper-information, competitive and “noisy” selling environment.

Before I get ahead of myself, let me share the story. It was somewhere back in 2007, around our fourth product from the recruiting sector that was moving into marketing and B2B sales. Ambitiously so, we believed that the same deep web data mining and real-time company and contact information achieved through the use of our flagship application, Profiler, would be valuable to sales and marketing executives.

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