Скачать или смотреть "Low win rates: Sales challenge 3" - John Bedwany (TALKING SALES 137)

“Low win rates cost us dearly – why do we accept it?“ – A ‘Talking Sales’ discussion with John Smibert

John Bedwany claims the sales world is failing and we need a radical change. In this hard hitting discussion he raises his sales productivity issue number 3 – the low sales win rate – (or close rate) that most of us face with our pipeline.

His research shows that the majority of organisations are operating with a disastrous sales close rate of between 1 in 3 and 1 in 5.

In his words “We have got to get over ourselves. The profession is failing by definition, and we call it successful. We’re burning time, we’re burning money and we’re burning breadths of humanity. So, we have to understand why this happens and do something about it.

In this conversation he begins to lay out some paradigm shifts in thinking aimed at overcoming this problem and driving substantial sales productivity gains.

The sales productivity strategies discussed here should be of value to CEO’s COO’s, CSO’s and sales leaders. see the full interview above.
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John Bedwany is the CEO of The Database Dept. He is a thought leader and a disruptive thinker who helps his clients achieve extraordinary productivity in sales and marketing.