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I just saw a report that said 60% of B2B deals are lost because sales teams can't answer basic product questions
Found this in a sales enablement study from a firm called Gartner. It's wild to think that after all the marketing and lead gen, the sale falls apart on a simple 'how does this work with our system?' I've seen this happen firsthand when a rep for a CRM tool blanked on its own API limits during a call. How many deals is your company losing from reps not being ready?
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riverh4918d ago
Honestly that bit about the CRM rep blanking on API limits hits home. We had a sales guy from an inventory software company come in last year and he couldn't explain how their barcode scanning would work with our existing printers. Tbh it just kills all trust right then and there. You spend weeks looking at a product and the person selling it doesn't know the basics. Makes you wonder if the whole company is that unprepared.
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henryl1018d ago
Sometimes sales just handles intros, @samflores.
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