A recent Nielson study found that word-of-mouth is still the most powerful sales tool today. The study surveyed various types of advertising and found that consumer recommendations ranked the highest. That confirms the viral nature of social networks and how important it is to create evangelical champions.
I’m often surprised when I contact prospects in my space, the inside sales world, and find out they have never heard of my company. I’ve had my company for 14 years and in the sales world for over 20 years, what do you mean? The truth is that they have never heard of my company from a trusted advisor or friend or business colleague. Most of the people who attend my training session walk out absolutely thrilled and generally very positive. The reality is that good news doesn’t travel at the lightening speed bad news travels. It still ranks 5:1 in terms of bad news spreading faster than good news.
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