Biggest Reasons Sales People Lose Business – From Harvard Business Review

Recently, an article was published by Steve Martin on the Harvard Business Review website called the Ten Reasons Sales People Lose Deals.

Bryan and Bill tear into the ten reasons and come up with solutions to three of them:

  1. What happens when you can’t get to the decision maker?
  2. What if you have a “nice to have” product that isn’t compelling for the prospect?
  3. How do you penetrate new accounts?

Also, send us any thoughts you have about these three or the other seven at [email protected]

Also mentioned in this podcast:

 

Posted on by Bill Caskey in All Time Faves, Most Popular Podcasts, Prospecting, Sales Process

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