The traditional customer call once seemed indispensable to the selling process; the time and expense involved were just a basic cost of doing business. In recent years, however, the business community has come to regard the sales call as an expenditure for which there are substitutes.
For many companies telemarketing and direct email have made the sales call a choice not an inevitability. This is not surprising when various studies suggest that getting one sales person in front of one customer now costs $1500 - this cost has trebled since 1983. As a consequence professional salespeople have to be more effective than ever to justify the investment in a face to face effort.
To help companies meet this challenge, we need to examine how outstanding achievers have adapted to the rigorous demands of current markets.
In essence, we can draw seven primary conclusions and taken together, these findings paint a picture of the current state of the sales environment and you can discover what they are by downloading this week's FREE eBook - simply click on the banner below.
Today's News: So, now you can listen in to the "TSE Dailies"
"As you put the key in the ignition of your day, tune in to a power-packed interview with one of our experts - specifically designed for our subscriber community.
We know you have a variety of challenges and opportunities. In Sales of course, but also in Management, Teaming, Economic Conditions, and more. We'll stay on top of issues critical to you.
We designed this tool to be an easy add-on to your morning office routine. And, all interviews will be archived, if you miss one or you want to share with your team."
Yesterday, my Irish friend, Niall Devitt was in the hot seat and you will not want to miss his words of wisdom - it's a pleasure just listening to the accent! Just click on the banner below to listen in.
Tomorrow: My guest is one of the real "big-hitters" when it comes to sales team development - my good friend from Texas, and best selling author, Paul McCord
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