Demanding Buyers tell us what it takes to earn their business

We felt clients/buyers were once again raising the bar.  We decided to go to the street and interview them to find out what it takes to get in the door, earn their business and ultimately become their trusted partner.   

In April 2011, we interviewed a number of buyers from HR, Marketing, Procurement, General Managers and CEO's in a cross-section of industries.  Well, they didn't hold back and told us exactly what they like and don't like about salespeople. 

Here are the startling statistics:

• Less than 2% of salespeople create a compelling reason to meet with them
• Less than 10% of the salespeople they meet are really great salespeople
• Less than 10% of the sales people they meet are really great salespeople who follow a “sales process” in their client/prospect meetings
• Less than 10% of salespeople come to their meetings prepared
• Less than 50% of salespeople follow-up and secure the next step

 How would your clients rate you?

"Turning the table: Clients tell us how you can win their business"

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