Jen Allen-Knuth: The Challenge with Challenger Sale and What's Next
Make It Happen Mondays - B2B Sales Talk with John Barrows
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Navigating Decision-Making in Sales
The chapter explores strategies for making clear decisions in sales, including filtering out irrelevant options and involving skeptical individuals in the process. It highlights the impact of the 'no decision' conversation on forecast accuracy and close rates, emphasizing the importance of understanding buyer perspectives and addressing concerns to build trust.
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