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Posted on 7 March 2013
Prospects are becoming more discerning about what they want from a supplier. Frequently prospects have carried out significant research before they choose to do business. Software businesses that educate and help prospects to make an informed decision about their purchase are more likely to win the sale.   If software...
Posted on 28 February 2013
Sounds easy doesn't it and it can be, however, it is important to understand that every prospect is at a different stage of exploration and will therefore require differing information from you. Put another way more nurturing. If software businesses start to engage prospects when they are not actively looking to buy then they...