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Episode 73 - Why Your Deal Went Dead, And What You Did to Kill It
Most salespeople blame the deal. The real problem is what happened in the cockpit.
In this episode of Sales Tales, Josh Shirley and David Doherty break down a listener poll that asked: when a deal dies, what really killed it? The results were eye-opening. Nearly 80% of the time, lost deals trace back to qualification failures that were entirely within the seller's control. And the biggest culprit? Giving the controls to the wrong person too soon.
Built around the story of a passenger who had to land a plane after the pilot collapsed mid-flight, this episode is a masterclass in why sellers…
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