« An Unexpected Way to Make Contact with Influencers and Decision Makers | Main | Painful Selling Lessons from a Botched Sales Presentation »



Feed You can follow this conversation by subscribing to the comment feed for this post.


Great post--I love challenging convention! I sell B2B, typcially $5k to $30k contracts, with a few larger ones each year. I know from experience, I often need (even at this relatively low price level) 5+ touches to close the sale. Keeping the first meeting short is a great idea--for myself and the clients. Thanks.


Good read Jennifer. I think this applies to low dollar investment more so though. If you look at multi-million dollar contracts and up, these executives have to invest more time and perform extensive due diligence. Many organizations have very defined processes for procurement of such large acquisitions requiring significant investment of time from the groups involved. I welcome your thoughts on some of my blog posts http://cognitiveseller.com

Verify your Comment

Previewing your Comment

This is only a preview. Your comment has not yet been posted.

Your comment could not be posted. Error type:
Your comment has been saved. Comments are moderated and will not appear until approved by the author. Post another comment

The letters and numbers you entered did not match the image. Please try again.

As a final step before posting your comment, enter the letters and numbers you see in the image below. This prevents automated programs from posting comments.

Having trouble reading this image? View an alternate.


Post a comment

Comments are moderated, and will not appear until the author has approved them.

Your Information

(Name is required. Email address will not be displayed with the comment.)

Subscribe to this blog.
Enter your email below:

Delivered by FeedBurner

TypePad Profile

Get updates on my activity. Follow me on my Profile.