Many sales problems are not caused by lack of effort. They are caused by misplaced effort. One of the clearest examples is the seller who talks too much. They explain
A full pipeline can be comforting. It can also be misleading. I’ve worked with sales teams that had plenty of opportunities on paper but not enough real deals in motion.
Most sellers think discounting happens when procurement asks for a better price. I see it differently. In many deals, discounting starts much earlier — when the seller fails to establish
One of the most dangerous assumptions in sales is believing that a supportive contact is the same thing as a real champion. They are not the same. A supportive contact