“What are your current goals?” the salesperson asked.
“My manager has asked me to bring our Foursquare rating up to seven stars,” the prospect replied. “But that’s been really difficult, since most of our customers don’t use the Foursquare app.”
The rep continued digging into the prospect’s Foursquare problem for 15 minutes. Then, she presented a custom consulting package that would help her client create a channel-specific marketing campaign.
“Are you ready to move forward?” she asked. “I can send the contract over right now.”
“I don’t ... Read More