Honesty Proves Best Policy for Closing B2B Deals: Study
David Jones Apr 23, 2018 11:25 AM PT
Vendors have a better shot at closing deals for large-scale B2B software purchases when they are upfront and honest about the quality of their products, a new study suggests. There is a bit of a trust gap between what is promised in negotiations for these deals and what actually is provided, indicates the poll of more than 650 technology vendors and buyers. [More...]
Fighting Fake News and Forging Real Diplomacy Two new initiatives -- a concerted effort by Apple and a massive educational effort called the "Pro-Truth Pledge" -- could help eliminate much of the fake news BS that is really messing up the U.S. at the moment. On another front, President Donald Trump's plan to meet with Kim Jong-un reminds me of a pivotal meeting between former HP CEO Carly Fiorina and then Apple CEO Steve Jobs. [More...]
Hybrid Messaging Key to Upselling Success: Report Companies that aim to upsell their existing customers should develop a hybrid message that reinforces their existing relationships while providing an incentive to break the status quo, suggests a new study. Corporate Visions previously has commissioned studies on how to shake prospective customers' status quo bias to persuade them to consider your products or services. [More...]
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