TBA understand their customers by investing time and energy in building Customer Relationships and demonstrating capabilities beyond the product.
A couple of more industry-generated numbers may help you understand why Account Planning and building strong TBA relationships constitute THE KEY TO SUCCESS.
2% of sales are made on the first contact 3% of sales are made on the second contact 5% of sales are made on the third contact
Only 10% of sales people make more than three contacts 10% of sales are made on the fourth contact
And… get this… fully 80% of sales are made on the fifth to
Think about it. The 15% of sales people making 70% of the sales are the sales people who “get it.” They understand these statistics and have a plan for building relationships and establishing TBA status over a period of time.