Category: Vendor Sales and Analysts
Tool for Sales – The Prospect Profile Form
If analysts do not get their impact, do your executives?
Ask your customers about their use of the analysts when they are guest speakers at the annual sales kickoff
Why AR Matters – Analysts can get your company on short lists that you were excluded from
Why analysts matter – “I get asked daily in one medium or another who to buy”
Equipping Sales for the MQ Effect: the Magic Quadrant & Tech Vendors [part 7]
Have you noticed any change in Forrester’s direct influence in IT purchases
AR-Sales Partnership [part 6]: Action items to launch a project
AR-Sales Partnership [part 5]: Use edu-marketing to drive participation
AR–Sales Partnership [part 4]: Take baby steps by rolling out a small pilot phase
AR-Sales Partnership [part 3]: Creating the plan
AR-Sales Partnership [part 2]: Building the bridge to Sales
Call for case study volunteers – How the analysts impacted a sales deal
Why technology buyers use the IT industry analysts
Top Five Ways Analyst Relations can Help Sales [Vendor Sales]
Using the analysts to educate IT buyers beyond praising your products [Vendor Sales]
Training the sales reps: keep it simple, short, small words [Vendor Sales]
AR–Sales Partnership [part 1]: It’s not about pushing out reports
Do your customers assume that Gartner or other analysts have done all the due diligence? [for Vendor Sales]
Now that is not the way to exploit an expensive Magic Quadrant reprint
Building a Community 