Stop Losing Sales to Customer Indecision
For decades, salespeople have been taught that there is only one possible reason for lost sales: that salespeople have failed to defeat the customer’s status quo. Perhaps the customer doesn’t fully appreciate the problem that their solution is designed to solve. Or maybe they don’t yet see enough daylight between their company’s solution and that of the competition. So, salespeople break out their arsenal of … [ Read more ]
Content: Article | Authors: Matthew Dixon, Ted McKenna | Source: McKinsey Quarterly | Subject: Marketing / Sales