Tips, thoughts and topics on marketing for small to medium-sized businesses in Michigan and
throughout the world. Contributions by Chris Slocumb, Casey Frushour, as well as other members of the Clarity Quest team.
Every business owner or sales manager should read
Fran Fisher's post about "being" rather than "doing". There's great advice on how you want to present yourself to the prospect and the frame of mind you are in before you walk into the meeting.
Labels: biznik, business development, fran fisher, marketing pitches, professional, sales theory
The Sales DipI've dug into Seth Godin's new book
The Dip after hearing him speak in Ann Arbor yesterday. One section really hit home. He states a well-known study shows typical salespeople quit after the fifth contact with a prospect. Yet 80% of customers buy on the seventh contact.
In business development and sales roles, I've fallen prey to abandoning prospects after only a few contacts. I'm going to try harder to make it through the sales dip, are you?
Labels: sales theory, seth godin ann arbor
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