Have you noticed it is getting harder and harder to get a phone call returned? If you have, welcome to the new reality of life selling to the corporate world.
The real question is what are you doing differently to change the results? If your answer is nothing and you continue to use the “same old – same old” calling techniques – well, you deserve the results you are getting. Sorry, not meaning to be mean spirited, yet, I get impatience with sales people who are noticing things seem different, yet, do not think to try something new or different.
It is time to wake up to the new norm and reality of getting in touch with real buyers and decision makers.
First, what are the reasons these people are not calling you back?