It was a sunny week on Sales Street this past week, so I spent a lot of time out and about selling, being sold to and interacting with other sales types. Maybe it’s the time of year, leaves changing and falling, I am not sure, but I found myself in a reflective mood, asking why things are the way they are at times.READ»
Transformation Of The Buying Process
It comes as no surprise to anyone in sales that reaching target decision makers today by telephone is harder than ever before. With the Internet, there has been a dramatic change in the way companies buy because buyers are so well informed. They can find out virtually any information they want about a product or service without the help of a sales person.
As a result, prospects are taking fewer calls from sales people and they often don't want sales people to make follow-up calls or visit until they get to a final requirement and oftentimes, not even then.READ»
So you think you would rather meet with a CxO? 1/3 of C/VP level executives refer new vendors to Dir/Mgr for intro meetings, and those convert to ongoing sales activity more than straight C Level meetings.READ»
