The Good News: Customers Want To Buy. The Bad News: They Can’t Find the Funding
Tuesday June 2nd 2009 1:00 PM EASTERN
If your target is small and medium-sized businesses, how do you get salespeople to recognize the importance of doing the right job in financial marketing/selling to their customers?
How well do you understand:
- The financial/business justification process for your customers?
- Key metrics they track, key hurdle rates, how they evaluate new investment proposals/authorizations?
- Key financial decision makers and their drivers?
If you customers really don’t have the cash to invest, how do you help them find the funds?
a. Flexibility in terms.
b. Helping find bank finance.
c. Government loans/grants.
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