Key Reasons Deals Don't Close

In this episode, John Kaplan and John McMahon dive deep into the
intricacies of why B2B sales deals often don't close
successfully. Special guest Anne Gary joins the discussion for
the third time to offer insights into the common pitfalls in the
sales process, from poor discovery and scoping to failed champion
development and suboptimal engagement with economic buyers. They
provide actionable advice on how to slow down and properly align
your sales strategy with the customer's pain points, metrics, and
decision criteria to close deals effectively. They emphasize the
importance of thorough preparation, understanding customer pain
points, building solid champions, and creating a compelling proof
of value. The episode is a must-listen for any sales professional
looking to refine their approach and increase their close rates.


Tune in and learn more on this episode of The Revenue Builders
Podcast.


HERE ARE SOME KEY SECTIONS TO CHECK OUT


[00:02:04] Why Deals Don't Close: Discovery Stage
[00:03:41] The Importance of Proper Preparation
[00:11:42] Metrics and Measuring Success
[00:19:02] Building Trust and Overcoming Hesitation
[00:32:57] Finding and Leveraging Champions
[00:39:54] Understanding Deal Patterns: M, W, and L
[00:40:36] The Importance of Multi-Threading in Sales
[00:41:53] Developing Trust with Potential Champions
[00:46:33] Economic Buyers and Their Influence
[00:54:46] Navigating Proof of Value (POV)
[01:02:39] Closing the Deal: Overcoming Common Challenges


HIGHLIGHT QUOTES


[00:03:08] "The biggest mistake we make is hoping the customer
will connect the dots from the features and functions to the
quantifiable impact that you have on solving the business
problem."
[00:09:21] "If you’re measured on how many meetings you get, you
can get a lot of meetings, but they may not be with the right
person." 
[00:13:34] "Metrics are hard because a lot of reps don’t know how
a customer should be measuring success based on the problems and
solutions discussed."
[00:19:15] "Sometimes customers hold back on metrics because they
don’t trust you yet."
[00:46:11] "I'm willing to be led, provided you can take me to a
place I can't get to on my own."
[00:47:49] "If you're selling anything that's worth anything,
they're never going to have a budget for it."
[00:49:22] "Economic buyers need their own champions inside the
account."