Tag: sales rep not present

Selling when the Sales Rep is Not Present

In a post last month I described the growing challenge that technology sales organizations are facing with the “sales rep not present” scenario.  A study by the Corporate Executive Board (CEB) found that buyers are now conducting up to 57% of their research during a purchasing cycle before they are willing to speak to a vendor’s sales representative.  If customers…

Sales Rep Not Present

If you have ever worked in the retail or credit card industry you may be familiar with the concept of a “card not present” transaction.  The term refers to purchases that occur over the Internet, the phone or via mail.  Card not present transactions introduce a unique set of challenges.  Because the buyer is not face to face with the seller…