Recently I attended a webinar by Tom Batchelder of Perficency, the author of “Barking Up A Dead Horse” (isn’t that a great title!?) on why stalled deals happen. Tom did an excellent and clear job in laying out the causes and in giving people some suggestions on what they can,or can’t, do about it. While the slides here speak for themselves, I would pay special attention to slides 5 and 10-14. If the slide viewer is small, notice the “Full Screen” button in the titlebar.
Incidentally, I respect and agree with Perficency’s intention for salespeople: “Get real! Be yourself to sell more”. Amen! People love connecting with people, and the more authentic and open you can be about who you are, the easier you make it for the right clients to resonate with you and see they want what you have to offer, so there’s no need to ‘sell’ anything. This especially resonates with me – my own purpose is to help people find their unique genius, their life purpose translated into meaningful and profitable work, through PebbleStorm.
Tom, thank you for sharing this with me to post. I hope this sends some excellent people you’re way who need your help 🙂
About Tom Batchelder & Perficency
Tom is the founding partner of Perficency, a national sales coaching organization with satellite offices in Indianapolis, San Francisco, San Diego and New York. Perficency specializes in helping $5-50 million technology & professional services organizations grow revenue and profitability. Blending sales strategy with an expertise in interpersonal psychology, they focus on creating healthy, scalable, sales cultures.
Tom is the author of the book, Barking Up a Dead Horse: Avoiding the wasted time and effort in business to business sales. Tom is most passionate about changing the way a new generation of professionals looks at sales.