Article on Effective Methods of Presenting Information to Salespeople
Published
Wellesley, MA Feb. 2, 2004. EastSight Consulting announces that President
Parmelee Eastman authored an article highlighting the most productive
means to delivery intelligence to busy salespeople. In writing this
article, What Kind of VIBES are You Sending
to Your Sales Force?, Ms. Eastman drew on her successful career
in sales and marketing as well as her experience working numerous projects
on marketing and sales issues
Salespeople are notorious for ignoring perceived distractions from
achieving their goals, so it is important to present intelligence to
them in a manner that will grab their attention. Ms. Eastman explored
different approaches to delivering intelligence to salespeople using
the key principles in VIBES , Value-added Intelligence using Benefits,
Experience, and Synthesis. Real life examples demonstrate her point
that effective intelligence delivery programs can range from large,
well-funded and integrated with other efforts to single individuals
efficiently using existing tools and knowledge. Her practical approach
maximizes the chance that the intelligence will be used to win more
business more quickly.
The article was published in SCIP’s November/December 2003 Competitive
Intelligence Magazine (Volume 6 – Number 6). A copy of this article
can be located on this web site under what’s new/articles.
About EastSight Consulting
EastSight Consulting delivers high-quality, independent information
and analysis to technology and communications clients facing critical
business decisions on how to improve financial and operational performance.
Using our in-depth research, analysis, and consulting services, clients
raise revenue, improve customer satisfaction, and lower operational
costs in an increasingly competitive marketplace. For more information,
please contact president Parmelee Eastman, at 781/416-3686 or peastman@eastsightconsulting.com.
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