{"id":464,"date":"2010-08-04T11:04:05","date_gmt":"2010-08-04T18:04:05","guid":{"rendered":"http:\/\/deansmailing.com\/rationalmarketing\/?p=464"},"modified":"2010-08-02T01:14:50","modified_gmt":"2010-08-02T08:14:50","slug":"too-much-contact-to-businesses-can-hurt","status":"publish","type":"post","link":"https:\/\/www.deansmailing.com\/rationalmarketing\/index.php\/2010\/08\/too-much-contact-to-businesses-can-hurt\/","title":{"rendered":"Too Much Contact to Businesses Can Hurt"},"content":{"rendered":"<p>The Harvard Business Review featured some results from a <a href=\"http:\/\/www.mckinseyquarterly.com\/Marketing\/Sales_Distribution\/The_basics_of_business-to-business_sales_success_2586?gp=1\" target=\"_blank\">McKinsey &amp; Company<\/a> study that found that the &#8220;most destructive&#8221; failures of business-to-business sales reps are too much contact with customers (35%). Customers want to be contacted, not bombarded. The upside of getting things right is significant: A primary supplier perceived as having a high-performing sales force can <strong>boost its share of a customer&#8217;s business by 8 to 15 percentage points<\/strong>.<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"alignnone\" title=\"Where Sales Reps Go Wrong\" src=\"http:\/\/hbr.s3.amazonaws.com\/image\/stat\/20100621-Where-B2B-Sales-Reps-Go-Wrong.jpg\" alt=\"Chart of Ways Customers Are Turned Off\" width=\"399\" height=\"450\" \/><\/p>\n<p>The methods of \u201cbombardment\u201d are in person, by phone or via email. <strong>Postal mail is not listed<\/strong>. Use <a title=\"Deans Mailing\" href=\"http:\/\/deansmailing.com\" target=\"_blank\">direct mail<\/a> to stay in touch with business customers without making them feel inundated.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>The Harvard Business Review featured some results from a McKinsey &amp; Company study that found that the &#8220;most destructive&#8221; failures of business-to-business sales reps are too much contact with customers (35%). Customers want to be contacted, not bombarded. The upside of getting things right is significant: A primary supplier perceived as having a high-performing sales [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[45,7],"tags":[26,43,14,8,10,34],"class_list":["post-464","post","type-post","status-publish","format-standard","hentry","category-business","category-buying-behavior","tag-customer-retention","tag-desired-communication","tag-email","tag-harvard-business-publishing","tag-purchasing-decisions","tag-sales-pitch"],"_links":{"self":[{"href":"https:\/\/www.deansmailing.com\/rationalmarketing\/index.php\/wp-json\/wp\/v2\/posts\/464","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.deansmailing.com\/rationalmarketing\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.deansmailing.com\/rationalmarketing\/index.php\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.deansmailing.com\/rationalmarketing\/index.php\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.deansmailing.com\/rationalmarketing\/index.php\/wp-json\/wp\/v2\/comments?post=464"}],"version-history":[{"count":3,"href":"https:\/\/www.deansmailing.com\/rationalmarketing\/index.php\/wp-json\/wp\/v2\/posts\/464\/revisions"}],"predecessor-version":[{"id":467,"href":"https:\/\/www.deansmailing.com\/rationalmarketing\/index.php\/wp-json\/wp\/v2\/posts\/464\/revisions\/467"}],"wp:attachment":[{"href":"https:\/\/www.deansmailing.com\/rationalmarketing\/index.php\/wp-json\/wp\/v2\/media?parent=464"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.deansmailing.com\/rationalmarketing\/index.php\/wp-json\/wp\/v2\/categories?post=464"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.deansmailing.com\/rationalmarketing\/index.php\/wp-json\/wp\/v2\/tags?post=464"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}