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Episode 17 - Losing the Pursuit - How to Reach Decision Makers
Have you ever lost a sale to someone you haven't met?
Josh and Dave relive some of their most significant sales fails, focusing on reaching decision-makers.
Often, in our sales process, we reach a point where we lose line of sight to the pursuit, only to find out later that what we thought was a done deal was ruled out weeks ago by..."Mr Wizard."
In this episode, you will learn:
Six questions to ask to uncover how your prospect makes decisions.
Why selling technology has unique challenges to reaching decision makers.
Tips for helping your prospect lay out the course for closing your next…
The skinny
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