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Posts tagged “Value Proposition, Selling, Value Selling, Consult”

Recent research by Salesforce and Richardson found that on average, only 34% of sales time is spent in front of customers and only 17% of people get a second meeting with an executive. Further research has recently found that only 9% of buyers get value from meeting with sales people. 
So, why are sales people struggling to get appointments and to have value based sales conversations? 
For me, it’s simple. It’s because sales people haven’t done the hard work of creating a Value Proposition that resonates with their buyer personas. 
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