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Episode 91 - The Kodak Rule: Why Sellers Hold On to Deals They Should Let Go
In 1975, a Kodak engineer built the first digital camera. Kodak had the invention, the knowledge, and the cash, and still shelved it because it threatened the film business that was making them so profitable. This leads to a hard question in sales: which deals in your pipeline are you refusing to see clearly?
In this episode, we walk through four signs it's time to let a deal go:
pain that never gets past surface-level interest
a champion who can't get you access to the people who can say yes
no believable path to funding
a buyer who isn't taking any steps on their own
We'll discuss why you…
The skinny
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