In addition to running my demand generation agency, I'm accountable for all face-to-face sales calls. Right, wrong or indifferent, being in the trenches allows me to identify how to insure I'm delivering maximum value for CXOs as well as sales and marketing executives. I love selling because I love the feeling when you leave a meeting and the executive has half a page or more of notes and a handful of action items that resulted from our one hour conversation. Sadly, this is not the case for most people in a sales role.

According to Forrester, 70% of buyers state that sales people are not adding enough value during their engagements.

While I have many theories on why buyers get so little value from sales people, I can distill why buyers are underwhelmed by most sales people.

Most companies and sales people are riding a dead horse, and rather than dismount, they continue to flog "tried and true" instead of embracing how buyers have changed their approach to purchasing.

Companies have an amazing opportunity to overachieve, and the ball is in their court to adapt or get passed up by the competition.

The path to understanding begins with knowledge. We've attached a really nice eBook from Hubpsot that should get you up to speed and help you on your journey of building a business that grows and thrives.