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What Kind of VIBES are You Sending to Your Sales Force?

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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