Press Releases

First Research to Participate in Sales Effectiveness Webinar Series

Bobby Martin to discuss the use of knowledge throughout the sales cycle in webinar hosted by The Sant Corporation

Raleigh, NC; November 14, 2005... First Research Inc., the leading industry intelligence company, announced today that its president and co-founder, Bobby Martin, will participate in The Sant Corporation’s ‘Sales Effectiveness Webinar Series’ which will examine sales effectiveness solutions. First Research’s presentation, ‘If Knowledge is Power…What Do I Need to Know?”’ will take place November 17 at 11:00 am (EST) and is the second presentation in this series.

“The Sant Corporation’s webinar series on sales effectiveness offers an opportunity to investigate sales processes beyond customer relationship management in an effort to create and improve opportunities,” said Martin. “In this segment, we will discuss the importance of truly connecting with customers and prospects and how to leverage industry insight to experience greater success through the entire sales cycle.”

The first webinar in the series, ‘Selling Smarter: Using Effectiveness Strategies to Power Results’ featured discussion regarding the recently released research study by the Yankee Group, which shows that growth-oriented companies are generating impressive results during the sales process with an increasing use of sales effectiveness strategies. Recognizing that sales is true “knowledge work,” these enterprises focus on helping their sales teams sell smarter. The result: they drive out waste and reinforce best practices throughout the sales organization, producing more wins in less time.

In response to this study, experts are joining Dr. Tom Sant for separate discussions on how to obtain deeper insight into customer needs and objectives, how to develop more persuasive presentations, how to leverage references for maximum effect, how to use pricing strategies to overcome buyer resistance, and how to increase win rates by writing more effective proposals.

“We are particularly excited to have First Research participate in these Webinars,” said Dr. Sant. “Uncovering client-specific information and leveraging it effectively in the sales process have been two of the biggest obstacles to improving sales effectiveness. First Research has developed the first practical method for adding depth and insight quickly, a method that enriches every stage of the sales cycle.”

For more information on The Sant Corporation’s webinar series or to register, visit: www.saleswebinar.com.

About First Research

First Research is the leading industry intelligence company that helps sales teams perform faster and smarter, open doors and close more deals. First Research performs the “heavy lifting” by synthesizing hundreds of sources into an easy to digest format a sales person can consume very quickly to better understand a prospect’s or client’s business issues. First Research updates each Industry Profile quarterly and pushes out Email Alerts to ensure content is both timely and top of mind. Customers include leading companies in banking, technology, telecommunications, business process outsourcing and professional services such as Bank of America, Merrill Lynch and Sprint. Used by over 40,000 sales professionals, First Research can benefit any organization which has prospects in multiple industries. First Research is headquartered in Raleigh, North Carolina. For more information, visit www.firstresearch.com.

About The Sant Corporation

The Sant Corporation is a provider of proven software and expertise that improves sales effectiveness. We help companies who provide value-based solutions win more business by accelerating the production of persuasive proposals, RFP responses, presentations, and related documents.

Sant is a privately-held corporation headquartered in Cincinnati, Ohio, and has sales offices in North America, the United Kingdom, and Australia. For more information, please visit www.santcorp.com.