The Marketing Book Podcast · 2024-08-16 · 1h 21m
Unsticking Deals: Why Deals Stall, How to Unstick Them, And How to Prevent Them From Sticking in the First Place by James Muir ABOUT THE BOOK: Stuck deals are arguably the biggest problem in sales. Depending on the industry, between 40-60% of all sales are lost to no-decision. The implications are staggering. This fact means that the problem of stuck deals and "no-decision" effectively doubles the cost of every sale, and wastes somewhere around one-half of every sales professional's time. The good news is that if we can unstick our deals (or even better, prevent them from sticking in the first place) we can effectively double our sales, dramatically shorten our sales cycles, and double our commissions. What you will learn in Unsticking Deals : Surprisingly, stalled deals are caused by just three things. The Universal Root Cause Maxim explains the three reasons deals stall in a single sentence. The five common sales issues that cause sales professionals to stick their deals. The three things that cause customers to suffer from indecision and how to overcome them.
502 The New Rules of Marketing & PR (9th Ed.) by David Meerman Scott59 / 100
500 The Power of Instinct by Leslie Zane
499 The Consumer Behaviour Book by Tas Tasgal
498 Buyer Personas by Jim Kraus
497 The Smart Advertising Book by Dan White