What do salespeople need to do in today’s tough business environment to catch the attention of decision makers?

I recently uncovered some compelling data in a series of conversations I had with decision makers representing several industries, including: insurance services, publishing, hospitality, communications, manufacturing, hardware supplies, a post-secondary institution, and pharmaceuticals. I asked them the best ways to reach them and what  it would take in order to actually meet with a salesperson.

The research revealed that the top three issues governing whether or not to meet are:

1) The salesperson’s knowledge of the prospect’s business and industry

2) The salesperson’s knowledge of his own business and industry

3) The salesperson’s ability to demonstrate how her product or service will increase revenue or decrease the costs of the leader’s organization

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