By Michael Leimbach, Ph.D., Vice President of Global Research and Design for Wilson Learning Worldwide
How does a done deal come undone? Your rep had a good relationship with a great contact, the right solution to meet the customer’s needs, and strong buying signals right up to the last. Then came the dreaded call: “Thank you for the proposal, but we’ve decided to go with someone else.” So, what happened? Could this loss have been prevented?
This whitepaper, published by ANOVA Consulting Group, explores the five most common sales issues that can impact a salesperson’s ability
to win deals. Based on feedback from thousands of
postdecision win/loss interviews, a few themes
consistently surface regarding why salespeople lose in new business situations. This paper uses the aggregate results of these interviews to analyze the most prevalent reasons salespeople lose.
[Download the entire whitepaper here…]