Here is a problem I have seen developing in sales over the past 10 years – shorter attention spans in salespeople having to deal with longer sales cycles. First, some background from a quick American Management Association: Whenever I teach students, I tell them, “Your chance of being successful has gone up exponentially because all you’ve got to do now is actually try to pay attention for more than five minutes.” Ok, that is disconcerting. You can see where this is going. The integration of the Internet into our lives has provided prospects with a unique ability to research your company, and more importantly, your solutions. We often talk about… Read More
Continue Reading
