Why Are You Losing?

All sellers occasionally go through rough periods. Maybe you’ve had
some bad breaks or customer shake-ups. John Kaplan explains why you
might be losing and offers suggestions for how to move forward
after low periods, including attaching to the prospect’s biggest
business issues, influencing decision criteria with your
differentiation, and having reliable Champions and Coaches to
support your opportunities.
Here are some additional resources
Enable Managers to Make an Impact on Future Deals Using Win/Loss
Insights 
Sales Best Practices: Attach to the Biggest Business
Problem 
Overcoming Sales Challenges: Change the Decision
Criteria 
Beyond the Win/Loss Data with Tim Caito | Video  
Check out this and other episodes of The Audible-Ready Podcast at
Apple Podcasts, Spotify, or our website.