Many marketers and salespeople believe they are in a selling war against their direct competition. However, a less anticipated and more dangerous enemy exists, called “no decision” — otherwise known as “the status quo.” According to sales consulting firm The Sales Benchmark Index, nearly 60% of qualified leads fall victim to the status quo.
Stimulate Your Customer’s Lizard Brain to Make a Sale
Many marketers and salespeople believe they are in a selling war against their direct competition. However, a less anticipated and more dangerous enemy exists, called “no decision” — otherwise known as “the status quo.” According to sales consulting firm The Sales Benchmark Index, nearly 60% of qualified leads fall victim to the status quo. Here’s […]
July 31, 2012
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New!
HBR Learning
HBR Learning
Strategy Planning and Execution Course
Accelerate your career with Harvard ManageMentor®. HBR Learning’s online leadership training helps you hone your skills with courses like Strategy Planning and Execution. Earn badges to share on LinkedIn and your resume. Access more than 40 courses trusted by Fortune 500 companies.
How to develop a winning strategy—and put it to work.