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SalesNewz (Enable Images to Fully Enjoy)
December 13, 2013
Bob Sullivan More Time for Selling
By Bob Sullivan
How many salespeople understand their customers' business challenges and how to solve them? More than half? Less than half? Would you believe that only one out of ten do (13% to be exact)?

True! But it's not hard to believe this statistic considering that nearly half (45%) of salespeople feel ill-prepared for meeting with a prospect. And to make matters worse, well over half (65%) of a salesperson's time is spent not selling.

These unfortunate situations often occur when sales teams do not have, or do not properly use sales technologies. Or maybe they do not have, or cannot effectively use business intelligence that often lies hidden in outdated company spreadsheets. [...]

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Recent Articles:
Google Nielsen Study Mobile Path To Purchase
5 Key findings from Google’s Nielsen Study on the Mobile Path to Purchase

Google yesterday released a newly commissioned study by Nielsen regarding consumer search behavior on mobile devices.

Below are the 5 key findings:

1. Consumers spend 15+ hours/week researching on their smartphone. This may only come as a surprise to anyone that’s been living in a vacuum for the past couple of years, you may not know this – people love their smartphones. Beyond the snark, this is important [...]
How do you optimize paid media? PayPal Policy Encourages Deceit, Fraud, and Theft by Buyers How to Deliver Extreme Value Through a Collaborative Sales Process
How do we optimize biddable media where almost no consumers click on ads and even fewer purchase directly from clicking on an ad? Biddable media and story telling In order to optimize biddable media our role is to align the brand with things that [...] Here’s an interesting case of fraud, deceit, and outright theft by a PayPal buyer against the seller. By siding with the buyer in this particular case, PayPal is encouraging fraud and deceit, allowing buyers to steal merchandise from honest sellers. I am usually a fan of using PayPal, but this case makes me not want to sell any [...] Today’s sales process must be bathed in collaboration. The idea of a “sales process” is not a new one, most sales people either figure something out that works and it become the de facto process for them or their [...]
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