There is a common trait among inquirers: they lie. They most often lie about not having an immediate need. Their untruth is based on self-interest to avoid being hounded and that is fair. But the lie allows a real prospect to hide and it allows sluggish in-experienced salespeople to not properly qualify or even follow-up.
In this SLMA radio program Ben Sardella from Datnyse tell us how to use science to develop qualified leads. This aids in avoiding lies and hesitant sales people.
Ben also answers the question: What are the three things that have made you a success!
About Ben Sardella
As co-founder and chief revenue officer, Ben oversees Datanyze's daily sales, marketing and business development operations. Before Datanyze, Ben served as VP of sales at Kissmetrics and started his career at NetSuite, where he pioneered the SaaS sales process. Ben is currently a mentor and advisor for a number of successful startups including Yesware and LaunchPad LA.
Datanyze is an all-in-one sales intelligence platform helping business uncover, research and reach the right prospects at the right time. Our software drives qualified leads, builds pipeline and increases overall revenue for hundreds of leading companies including Marketo, DoubleDutch and Oracle. http://www.datanyze.com/