Stop Educating Your Buyer – Start Finding the Opportunity
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Earlier I wrote an article about how the buyer does not need the b2b sales person anymore. And, this statement or information is true. Yet, there are some systematic issues which are creating confusion within the sales organization.

Okay, first, the amount of product knowledge training is still out of control. During the Great Recession, companies figured they could constraint expenses by using more product knowledge training – which could be handled by internal staff rather than outside sales advisers. The data has been showing organizations have been spending upwards of 85% of their “sales training” budgets on product knowledge.

Second, it is true product knowledge does help the sales person to be more creative in recognizing sales opportunities when they are dropped in their laps. And, a side effect is the higher confidence factor when a b2b sales person understanding their products and product lines well.

Third, the majority of product knowledge training is a total waste of time and resources!

   Source:     Author: Voss Graham  
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