About fifteen years ago, I had a prospect that I can only describe as a white whale – a rich, high-potential account that practically fell into my lap. This wasn’t a cold lead. The guy was congenial, communicative, and transparent to the point where I honestly thought I’d met him at the perfect time. He...
Tag: B2B sales
Some Lost Sales Have Two Stories – Are You Learning From Both?
Every salesperson has lived this moment. You put in the hours – researching the account, asking the right questions, building genuine rapport, crafting a proposal you actually believed in – and then the prospect picks someone else. No warning. Maybe no explanation either. Just a polite “we went another direction” email, or worse, silence. Losing...
The Ownership Mindset in Sales: Why It Separates Average Reps From Real Professionals
Ask almost anyone who has ever bought something from a salesperson they didn’t like, and the story usually involves words. Something that was said that shouldn’t have been. A promise made that never got kept. An excuse offered instead of an apology. A finger pointed somewhere else when the whole thing fell apart. Salespeople talk...