Force Management

All sellers occasionally go through rough periods. Maybe you’ve had some bad breaks or customer shake-ups. John Kaplan explains why you might be losing and offers suggestions for how to move forward after low periods, including attaching to the prospect’s biggest business issues, influencing decision criteria with your differentiation, and having reliable Champions and Coaches to support your opportunities.Here are some additional resourcesEnable Managers to Make an Impact on Future Deals Using Win/Loss Insights Sales Best Practices: Attach to the Biggest Business Problem Overcoming Sales Challenges: Change the Decision Criteria Beyond the Win/Loss Data with Tim Caito | Video  Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.