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3min chapter
431 Leading Growth by Anthony Iannarino
The Marketing Book Podcast
The Importance of Denial in Sales
Sales organizations really get in trouble when salespeople practice a strategy that doesn't match their goals. I had a client who brought a new service to an industry and the senior leader didn't want them to have more than one meeting. And what happened was that leader had 80% of the contracts that the salespeople went out with come back signed. But then when I asked for the data on how many of them actually started to execute, the number was 12%.
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