Post by account_disabled on Dec 24, 2023 13:45:08 GMT 10
The results are not there and above all the costs are quite high. Likewise, the fundamentals of sales do not change. What changes is above all the pre-sales, it is that buyers and consumers are more informed (or that they can find out in a few clicks), it is that there can be conversations in online and ultimately that buyers (professionals or individuals) regain some power. We have moved, in BtoB as in BtoC, to pre-purchase where the salesperson increasingly has the role of order taker facing an interlocutor who is as well or even better informed and who only meets him to take his order.
Except in the particular case of sales of products or services with high added value, in a long cycle Email Data and with multiple decision makers. To conclude… we must already see each other Conversion is one thing, but first you have to generate leads, that is, manage to meet a decision-maker face to face. Between prospect and client, there is a long way to go and get things done. I read that it takes 8 contacts on average to move a contact from prospect to customer. This is normal, all decision-makers are overloaded by dozens of service providers who each have the best solution in the world to respond to their problems.
As Antoine David says so well, each new contact reduces the legitimate suspicion of a decision-maker and makes him evolve towards listening more to what we have to say to him in order to finally accept a meeting. The 8 contacts are a bit old, according to one of my American colleagues, today it's a bit more. Not letting yourself be demotivated and insisting is not useless since most salespeople stop after 3 or 4 follow-ups. If you want to conclude, you have to persevere. It’s also up to you to do the job. The results are not there and above all the costs are quite high. Likewise, the fundamentals of sales do not change.
Except in the particular case of sales of products or services with high added value, in a long cycle Email Data and with multiple decision makers. To conclude… we must already see each other Conversion is one thing, but first you have to generate leads, that is, manage to meet a decision-maker face to face. Between prospect and client, there is a long way to go and get things done. I read that it takes 8 contacts on average to move a contact from prospect to customer. This is normal, all decision-makers are overloaded by dozens of service providers who each have the best solution in the world to respond to their problems.
As Antoine David says so well, each new contact reduces the legitimate suspicion of a decision-maker and makes him evolve towards listening more to what we have to say to him in order to finally accept a meeting. The 8 contacts are a bit old, according to one of my American colleagues, today it's a bit more. Not letting yourself be demotivated and insisting is not useless since most salespeople stop after 3 or 4 follow-ups. If you want to conclude, you have to persevere. It’s also up to you to do the job. The results are not there and above all the costs are quite high. Likewise, the fundamentals of sales do not change.