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Dealing with the new world of sales: the story of desperate salespeople.

Article Excerpt
"I just don't understand it," said the frustrated president of an employee-benefits firm. "We get good, solid appointments and our prospects like our proposals, particularly since we almost always save them money or improve their coverage. Often both."

What didn't he understand? "When we follow up," he said, "we wind up in voice mail, and our calls are not returned. This is happening with increasing frequency. I just don't understand what's going on."

While the antics and urges of "desperate housewives" have captivated the mind of the public, what about all those "desperate salespeople" who are constantly being blown off by customers and prospects? Whether they're selling insurance, cars, medical supplies, software or health-care policies, the story is the same--getting the order is getting far more difficult. Everyone is frustrated and confused, including sales managers.

One clue as to what's happening may be found in the seemingly endless array of sales techniques, seminars, courses, systems, lead programs, books...

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