01. Why Your Deals Are Taking Too Long w/ John Kaplan

We’ve all been frustrated by a pipeline full of slow-moving deals.
The cause typically goes back to a few key areas where we as
salespeople or sales coaches lacked focus. It goes back to basic
sales fundamentals, but they’re things even veteran salespeople
need to remember.  In this podcast, John Kaplan breaks down
three key areas to assess if you have a pipeline full of deals that
just won’t close. You’ll learn:  The three reasons your deals
are taking too long to close An easy way to execute discovery to
ensure you’re going up and down in an organization.  Check out
this and other episodes of The Audible-Ready Podcast at Apple
Podcasts, Spotify, or our website.   Additional
Resources:  Why you’re struggling with metrics in your sales
conversation:
https://www.forcemanagement.com/seller-blog/why-youre-struggling-with-metrics-in-the-sales-conversation
Asking Bold Discovery Questions:
https://www.forcemanagement.com/seller-blog/asking-bold-discovery-questions
Webinar: Predicting No Decisions: How to Win Undecided Buyers:
https://www.forcemanagement.com/predicting-no-decisions-webinar