nate boaz
Back to Basics
Wed, 06/23/2010 - 11:00pm | by kevansThe May 2010 McKinsey Quarterly featured an article titled “The Basics of Business-to-Business Sales Success” by Nate Boaz and Kevin Nuffer. It includes some interesting survey results of 1,200 business purchasers. Where do sales reps go wrong?
The following represents the percent of buyers who described the selling activity as "most destructive" in the sales experience.
1. 35% - Too much contact. To me this says too much drivel and not enough substantive conversations. You need to have fewer, more meaningful interactions.