6 Reasons Sales Campaigns Fail

Why does one sales campaign end in success and another in abject failure? In almost every case, it's because the seller neglected an essential step in the selling process. Here are the most common errors, along with some advice on how to avoid them.

1. Failure to Research the Customer
In today's information-rich business world, customers expect you to know the following before you contact them:

• Who they are
• Whom they work for
• Whom they work with
• What their company does
• Who their customers are
• Why they might need your offering