If You’re in Sales, Tell Me Something I Don’t Know

I read an article by best-selling author and syndicated columnist Harvey Mackay (“Swim with the Sharks without Being Eaten Alive”) in the Washington Business Journal the other day where he cited research that shows “buyers are not reaching out to contact salespeople and sales organizations until they’re 60-70 percent along in the decision process.” The simple truth is customers are doing their homework. They are going online and researching the answers to their needs and problems. They are forming opinions on who they think can best help them. Then they are reaching out to sellers for the one thing they…