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Case Study: Research Project for Buyer-Approved Selling

In 2001-2002, Schell’s professional researchers engaged in a nine month research project for his book Buyer-Approved Selling. This was a challenging project requiring top-level communicators as it involved making cold calls to 228 busy decision-makers at leading organizations across North America.

The goal

To request time from VP’s of corporate procurement, purchasing managers and general managers etc to get feedback and advice about the various approaches sales people use throughout the sales cycle. In addition, each interview required follow-ups to confirm accuracy of quotes and to obtain written permissions to use individual and company names.

Thought Leader Research Institute offers the following Services:

1. Custom Research Projects (such as Buyer-Approved Selling)
2. Employee Satisfaction Surveys
3. Customer Satisfaction Surveys

Note: Contract minimum 6 months