Where does 90% of a salesperson's time get spent?Most answers I get are travelling or admin (you know, filling out sales forecasts). The real and most informative answer, of course, is a huge majority of his time is spent chasing business that is never won. Even if you manage a close ratio of 1 in 3 (exceptionally high), that's a full two-thirds.And the answer? A good salesperson will evaluate and qualify each situation realistically.
Commentary and articles about the technology business, sales, marketing and strategy.
Roger Willcocks runs Screen Pages, provider of ecommerce services to the retail, mail order home shopping businesses. Roger Willcocks has enjoyed 20+ years experience in the technology business, spending most of my time on strategy, sales, marketing & business development.Roger Willcocks has pretty unique experience having founded a business (Intelligent Environments), taking it from early stage through to IPO. My roles included sales and marketing strategy and management, product development and project management, international marketing and channel/partner development, through to quoted company leadership as CEO.
Roger Willcocks has worked with a number of technology start-ups, helping them with business strategy, fund-raising, sales and marketing. I have a deep vision for software products and markets, coupled with strong sales and marketing savvy and creativity.
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