Archives for July 2011

The Gap in Sales – What We Know vs What We Do

Out of Focus Over at Focus.com (http://www.focus.com/questions/why-do-buyers-claim-50-all-sales-people-they-meet-are-not), Focus Expert Bruce Brien asked a great question about the prevalent lack of sales call preparedness, which is supported by research. Bruce cites buyer surveys from IDC for 2010 suggest that sales people are ill-prepared for the meetings they conduct, adding, “Buyers also suggest that most sellers do […]