Unlocking the secret to Sales success – by: Buerilla

Have you ever felt frustrated by how long it takes to ‘convert’ a prospect to being your client? Or wondered what you’re doing wrong?

Before you think it must be you, you might want to consider some on B2B sector sales research figures below;
2% of sales are made on the first contact
3% of sales are made on the second contact
5% of sales are made on third contact
10% of sales are made on the 4th contact
80% of sales are made between the 5th and 12th contact

Since this research was done, given the current state of the world economy, the number of sales messages we’re inundated with on a daily basis, the number of contacts required to get a sale most likely will have gone up, not down.

And still only 10% of people will make more than three contacts with their prospects and a staggering 48% of people will never follow up a prospect. Which all really begs the question is there another way to do this rather than making 5-12 phone calls (which let’s face it, is a kind of daunting thought).

This discussion page is an opportunity to brainstorm your way to creating the beginnings of your own multi-touchpoint sales process to turn your prospects into your customers.


Presented by Kristin Austin during Sydney Business Month 2013 – Unlocking the secret to new business (or sales) success – READ MORE sydneybusinessmonth.com/events/secret-to…uccess#ixzz2HkcgPwOo

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Unlocking the secret to Sales success – by: Buerilla
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