Why do some sales continue to a close while others somehow die just before salespeople attempt to close them? You have every sign the sale would proceed to close, but something happens? Keep reading if you want to find out how feeding Sea Gulls will help your sales close rate. Salespeople have a difficult job today. Gartner’s research shared that 33% of buyers no longer wish to speak with a salesperson and would prefer more of a sales self-service model in a digital experience. By Mark Allen Roberts Why Your Salespeople Need to Feed Sea Gulls To Close More Sales Quality Safety Engineering Commodity Manager Controller CFO CEO Depending on the industry you serve and your type of product or service, you need to identify and understand the pain points for each of the above personas. The one person we did not mentionbut is critical to identify is your corporate Sea Gull. Who are corporate Sea Gulls, you might ask? It often takes over 20 touches to have a conversation with an ideal targeted customer. Once we engage, we often find there are 7-10 people involved in the buying decision. Who is typically involved in buying decisions today? Influencers End users Purchasing The person searching for a solution Gatekeepers The Decision Maker Executive Sponsor
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