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Damon

You know, Jim Kidd has a 7 touch approach to sales. Any contact is a "touch" and he proposes 7 touches to a sucessful sale.

Brian Carroll

I suggest you down load the latest Cahners Research report on "Evaluating the Cost of Sales
Calls in Business-to-Business Markets"

It proves the stats you're talking about by studying 23,000 B2B buyers. It also gives stats by industry.

http://www.cahnerscarr.com

Here's the link for the pdf
http://www.cahnerscarr.com/PDFS/evaluating_cost_sales.pdf

Justin Hitt

Brian, Thanks for pointing out Cahners' website. Also available from that site:

How Many Personal Sales Calls Does it Take to Close a Sale?
http://www.cahnerscarr.com/5425d.htm

According to their research there are different numbers of interactions depending on industry.

The best measure for this would be in a companies own experience -- tracking customer interactions in a customer relationship management system can help extract this information. Once a company has their own base line, they can then look at the process they use to close sales.

There is no magic number, just qualified prospects, a relevant sales message, and a solution desired by the target customer.

Sincerely,

Justin Hitt
Strategic Relations Consultant
Turning Relationships Into Profits
http://iunctura.com/

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