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Pertinent Thoughts on Sales & What Works

Written by Rajesh Kumar on June 24, 2009 – 10:43 pm

Should your sales funnel have 100:1 ratio or 5:1? Should you aim only for the CXO connect or even reach out to the Managers and Application Owners?

Inside CRM argues that generating more leads does not necessary lead to more sales, it is the quality of leads really matter. Essential truth about a well differentiated offering chasing dollars based on good understanding of buying behavior in a well segmented market. Blind lead chasing results in tower fabrication company brochure reaching a broker’s mailbox. Don’t compound by following up with a call and seeking a meeting. Stop!

‘Reach the decision-maker’- Am sure anyone in sales selling a high value product or service would have heard this sermon from his boss. CustomerThink poses the question, “Is "Call on the CXO" a Winning Strategy for Salespeople? ” I am not sure I agree with the premise in this article. At least, completely.

The long and short of any complex sale is that there are a set of influencers, a set of buyers and a set of decision makers.Sometimes these roles overlap as well so, it is not A vs B, but A and B.


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