Is There Too Much Waiting In Sales?

Is There Too Much Waiting In Sales?

Tick-tock, tick tock: that’s the sound of another sales organisation waiting to be asked to tender or quote. It is a common sound.

In research we published recently no more than four out of 10 deals in the pipeline are originated by the salesperson for a majority of sellers (77pc).

Indeed, for almost half (46pc) of those we polled, fewer than two out of 10 deals involve the salesperson originating contact.

Over on Buyer – Seller Insights we examine the business case for getting involved earlier and originating contact with the buyer.

The results were picked up in the national media recently.  You can find the article here.

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