How do people buy?
As a company what do you fix?
How do the problems you fix manifest in your customer’s life?
Not able to get past gatekeepers
Asked to send an email
Call back in 06 months
They are already using someone
Wrong timing
The competitor had a better price/features etc.
They don’t have anything for us at this time but they liked us…
We got our foot in the door…All Rubbish!
Firing crappy salespeople
Hiring better salespeople
Raising your prices
Discounting
Sales enablement
Internal training
External training
Outsourcing lead generation(giving heroin to drug addicts)…