Why Prospects Go Dark
We’ve all had it happen. Everything seems to be going well in the sales process, and then right at the end, the prospect just goes dark. They won’t answer emails or phone calls, and that commission we had already spent…
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Why Deals Don’t Close
Have you ever had a “perfect” deal on the hook, one that seemed great to the prospect, that suddenly, for no reason, blew up right before closing? Of course you have. We all have. Here’s why that happens. And here’s…
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Relationship Builders are Terrible Salespeople
Sales is all about relationships, right? Then why do “relationship-builders” make such terrible salespeople? There’s actually a simple reason for it, and I explain in this short video what the problem is. Whether you’re a sales manager or a salesperson,…
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