These sales facts are staggering

Research facts relating to the opinion of 'C' level executives on the value of sales meetings:

• Only 27% felt sales people were knowledgeable about their specific business.
• Only 34% felt the sales person could relate to their roles and responsibilities in the organization, with 38% saying sales people understood their issues and how they could help.
• Only 34% felt the sales person had relevant examples or case studies to share with the executive.
• Only 38% felt sales people were prepared for the questions an executive might ask.

I found these stats on the 'Partners in Excellence' blog relating to a Forrester Research on selling to 'C' level executives.

Let's think about this logically. The hard work has been done, you've got the meeting, you've got the prospect to commit their time to you, yet only 27% percent of those prospects feel the salesman even understands their business. That's like a football player earning an International call up only to arrive with no kit or boots.

It is a fundamental that a salesman knows the business he's selling into. Of course, it's impossible to know everything, but a basic understanding, what these 'C' level executives seem to be asking for, is a must. The other 3 bullet points above all fall into place if you don't fail at step one. If you understand the basics of the business, it's easier to understand roles, therefore easier to provide relevant case studies relevant to who you're talking to and prepare for the likely questions you are going to receive.

But don't sell yourself short by not doing the research. You've worked hard enough to get the meeting in the first place, why should you let the whole thing pass you by?