Every sales team wants to be closing more deals. But when deals stall, most companies look in the wrong place. They blame the salesperson. They blame the price. They blame the economy. They blame the prospect for “going dark.” Sometimes those things are true, but more often, the real problem happened much earlier in the […]
7 Reasons You’re Not Closing More Deals Read More »
Why Sales Follow-Up Matters Sales follow-up is one of those areas where salespeople often think they are doing the right thing because they are doing something. They made the call. They sent the proposal. They followed up. They sent another email. They left a voicemail. On the surface, it looks like activity…but when you look
Why “Just Checking In” Is Killing Your Sales Follow-Up Read More »
Your prospect may not come right out and say they do not believe your salesperson, but their behavior may be telling you the truth. They delay. They ask for more information. They want to “think about it.” They compare you to cheaper options. They stop responding after the proposal. They ask for references late in
Why Prospects Don’t Believe Your Sales Team – Building Trust in Sales Read More »
