SellingPower.com’s article – Help for Your Pre-Call Prep – makes a bold statement in the opening sentence: When you get right down to it, sales are won or lost on preparation. I would argue that sales are won or lost on execution. Give me a salesperson who executes flawlessly any day over one who prepares flawlessly. Again, the context is in terms of where deals are lost. Be that as it may, the article has an interesting statistic found in one of the later graphs. At a time when relatively few initial discussions with a client are progressing further into the sales cycle (40 percent of organizations say only 25… Read More
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