By k | June 25, 2010 - 6:00 am - Posted in Sales

A Survey of sales targets by
The McKinsey Quarterly states that

‘most destructive’ failures
of business-to-business sales reps
are too much contact with customers (35%)
and inadequate product knowledge (20%)’

Really?
Really?

I agree that nothing pisses me off
like sales reps wasting my time
or contacting me in a way
I’d rather not be contacted
(by phone)
or trying to sell me products
I can’t possibly need.

But I have never ever complained
about a sales rep
sending information core to my business
or helping out on volunteer events I support
or checking in after a major event.

Never.

Go ahead and contact your prospects
whenever you’ll add value to them.

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