Biggest Reasons Sales People Lose Business – From Harvard Business Review

Posted on by Bill Caskey in All Time Faves, Most Popular Podcasts, Prospecting, Sales Process | Comments Off on 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 listener@advancedsellingpodcast.com

Also mentioned in this podcast:

 

When Your Prospect Won’t Call You Back

Posted on by Bill Caskey in All Time Faves, Most Popular Podcasts, Prospecting, Sales Process | Comments Off on When Your Prospect Won’t Call You Back

Last week, one of Bill’s clients was frustrated with a common sales issue, “How do I get the prospect to call me back?”

In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale provide one strategic approach in this vignette to help you get that call back that you’ve been waiting for.

Also mentioned in this podcast:

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