July 2018
Intermediate to advanced
336 pages
8h 58m
English
Our research shows that fewer than 1-in-10 salespeople plan regularly for their sales calls. Our internal buyer survey found that only 42 percent of salespeople are well prepared for sales calls. Compare that meager response to the fact that 1,500 salespeople and their sales managers rated planning as the most important skill for long-range success in sales.1 The tactical side of Value-Added Selling begins with planning the sales call. You cannot achieve your tactical objectives without planning.
Notice that we did not use the word preparation. Preparation has a different connotation for salespeople. It elicits different responses from salespeople. “Sure, I prepare. I’m always prepared to make a sales call.” Or, “I ...