customers think sales meetings are a waste of time

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Page 1: Customers think sales meetings are a waste of time

Why do 85% of customers feel meeting with sales professionals is not valuable?

Forrester Research study shows insightful statistics that explain a lot in the world of sales.

The first chart shows that 85% of customers consider meeting with sales reps as “non-valuable” time! The second chart helps explains why.

Customers found that 94% of customers’ executives felt that the agenda of the sales reps is not to help their customers achieve business results, but rather help themselves achieve their sales targets.

Page 2: Customers think sales meetings are a waste of time

Now, let us dig deeper and check the third chart. 88% of the sales reps are knowledgeable about their products, which is quite high, however chart number four shows that only 55% are knowledgeable about their customers’ industry.

Page 3: Customers think sales meetings are a waste of time

How do you expect someone who sees their sales representative as:

1. Someone who knows a great deal about his products (walking talking brochure) 2. Someone who does not know a great deal about the customer’s industry (challenges &

best practices) 3. Someone who does not care or help his customer achieve their results, or deliver a

business outcome, but rather focus on achieving his own sales targets. Why would 85% of customers consider meeting with their sales rep as valuable time? Educating your sales team on the customers’ industry (challenges, best practices, competitive and market information) makes a great deal of difference and build trust. Ashraf Osman