Monday, November 23, 2009

There's No Magic Bullet

It takes a lot of calls to connect with buyers. When starting a sales job expect to make 100 calls, to find five people that are interested and two that are a potential fit. 100 calls a day should take about seven hours a day.

Of the two prospects that are a fit, you may have to have eight to ten points of contact with the buyers before you get to a decision, depending on the length of your sales cycle.

That's the formula. If you do it, it works. There is not magic bullet.

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