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%)’
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
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.
Go ahead and contact your prospects
whenever you’ll add value to them.
This entry was posted on Friday, June 25th, 2010 at 6:00 am and is filed under Sales. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.