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For B2B Marketing Professionals

How Prepared Do Sales Reps Think They Are?

February 11, 2014

Primary author headshot


  • By Mark Lindwall
  • with Norbert Kriebel,
  • Scott Santucci,
  • Bradford J. Holmes,
  • Michael Shrum

Why Read This Report

As a leader responsible for delivering content or programs to prepare salespeople to have successful sales conversations, there are some important things you should know about the perspectives of both salespeople and executive buyers on what being prepared for those meetings entails. And guess what? Sellers and buyers are not on the same page. For example, salespeople grade themselves an A-minus on understanding customers' issues and where they can help, whereas buyers give salespeople a failing grade. There are massive implications in this gap for what your organization must change in preparing your sellers for meetings with executive buyers.


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Table of Contents

  • What Does It Mean To Be Prepared For A Sales Meeting?

  • Significant Changes Are Needed In Preparing Salespeople
  • Supplemental Material
  • Related Research Documents