Whilst many salespeople complain of their frustrations with getting an initial appointment with new prospects, it’s the next step – converting these initial buyer-seller conversations into a presentation opportunity – that should be more of a concern. Research from CSO Insights shows an alarming erosion in the ability to move a sale from an initial conversation with around only 48% of these being converted. This is down from a high of around 58%.
The study on sales intelligence by CSO says the reason companies are struggling to move prospects past initial conversations is that today’s ultra-informed buyers want salespeople to demonstrate … read more by subscribing.
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