On September 11, 2009
Neil Rackham: Sales is a Research Job
I’ve frequently drawn on the expertise of the amazing Neil Rackham as blog-fodder. I was recently reviewing notes of the last time we spoke and ran across his thoughts on sales research. Neil believes that in today’s B2B world, a sales job is also a research job. He insists that the ability to effective research is a key sales skill. If that’s true, somebody isn’t getting the message. At the recent Sales 2.0 conference in Chicago, Lee Levitt of IDC revealed survey results that 25% of sales reps come to face-to-face sales calls completely unprepared, according to the decision-makers on whom they call. With that scary statistic in mind, here are Neil’s three rules of sales research, along with three…
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