Competitive Strategy: Influencing the Decision to Win the Sale

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?

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Five Common Sales Issues That Impact Salespeople’s Ability to Win Deals

This whitepaper, published by ANOVA Consulting Group, explores the five most commonimages 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…]