Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

SALES PROFESSIONALS’ BIGGEST MISTAKES

As was reported in the Harvard Business Review,² Tom Atkinson and Ron Koprowski surveyed 138 customers responsible for making business-to-business purchases for large North American companies in a variety of industries. Topping the list of mistakes were sales professionals’ failure to follow the customer’s buying processes and poor listening skills.

Resolve now to rectify any issues that you see in yourself. Your prospect may never tell you or anyone from your company why she didn’t buy from you or didn’t continue a business relationship with you.