Biggest Reasons Sales People Lose Business – From Harvard Business Review

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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:

 

[MAILBAG] Call Reluctance and How To Demonstrate Value – 2 Problems, 2 Solutions

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From the mailbag of listeners this week, two topics come up:

  • 1) Call Reluctance. A listener seems to have a little bit of it and we have some thoughts (all good, of course) on what to do about it.
  • 2) How Can I Demonstrate Value BEFORE the Sale? A listener struggles with this especially since his product is a premium product.

Two great topics that affect virtually every sales and account manager.

If you have a question to submit to the mailbag, write us at [email protected]