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Why Your Sales Team Might Be Costing You the Deal | John Ravaris
A cleaning company got named as a competitive threat in the industry's largest player's own SEC filing. Three years earlier, they were just another vendor competing on price.
John Ravaris explains what changed. He stopped letting salespeople make promises and started putting operations people in the room with clients instead, the ones actually doing the work. Revenue doubled. Then the market's biggest competitor had to respond.
In this conversation, John breaks down the discovery process that uncovered why clients were really unhappy (it wasn't about the service quality), what "transparent…
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