I’ve dug into Seth Godin’s new book The Dip after hearing him speak in Ann Arbor yesterday. One section really hit home. He states a well-known study shows typical salespeople quit after the fifth contact with a prospect. Yet 80% of customers buy on the seventh contact.
In business development and sales roles, I’ve fallen prey to abandoning prospects after only a few contacts. I’m going to try harder to make it through the sales dip, are you?
The Sales Dip
