Changes in B2B Sales

Dave Kinnear 1-On Leadership, 4-ExtPost

Slow Messaging: When I was in the corporate world, we had an understanding that a human being would answer the phone no later than the second ring. Even when I had an executive assistant, she was to pick up the call. And, if she was not at her desk, I had to pick up the call. Those days are long …

Sawing off the sales branch

Sales Up To 70% Complete, Without You!

Dave Kinnear 1-On Leadership

Consumers Do The Work: According to a CEB 2012 study, the sales process for most products/services is between 57% and 70% completed before they even contacted you. I believe that if we were to update that study, we’d find the responses closer to 70% than 50%. This idea was driven home for me as I was planning on some construction …