BizSugar.com › Sales › Appointments With Sales People Fall Short Of Executive Expectations

Last Week I wrote about “We Have To Call At The Top,” suggesting the concept of right level selling. There are many times when calling at the “C” level is critical for our sales efforts, yet we struggle to get appointments with these executives. I was interested to read a Forrester Research report on this topic, presenting the executive perspective. Only 15% of the “C” level executives surveyed felt their meetings with sales people were valuable and lived up to their expectations. They went further, based on the outcome of the initial meeting, only 7% would accept follow-on meetings. No wonder they don’t want to see us, we waste their time!