Unfortunately, all too often sales representatives rarely achieve those desired C-level sales. A recent Forbes article explains, “eight out of 10 executive buyers consider the sales meetings they take to be a waste of time” and believe that representatives do not demonstrate an adequate knowledge of their buyers business. Perhaps this is not purely the inherent shortcoming of the sales representative, but an indication of a more insidious issue of sales reps not being adequately trained with the business skills to successfully seize these c-level sale opportunities.
The Solution? ... [more]