Month: August 2013

In our day to day schedules, we talk to dozens of sales professionals. The way they find us and the conversations that happen all have an underlying theme: the way they sell isn’t working. They come from all walks of life, backgrounds and experiences, yet we’ve observed this dominant theme of traditional sales methods not working anymore.

In every generation there seems to be a shift in buyers and how they are able to gather and analyze information. In today’s world, technology is a major driver in the making of the sophisticated buyer.

One of the most common pet peeves of sales professionals is how long it takes to “close the deal”. I’m sure we’ve all heard stories about how potential buyers move at a snail’s pace once they’ve got what they need from you. When you’ve added no value, what do you expect?

What would you do if you could get 2, 3 or 4 extra meetings per month? The better way to pose the question is how would this benefit you? I’m sure if you looked at your own personal data you could find out with some level of precision the success you’re currently having.