The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)

Kevin Davis provides great salescat-to-salescat advice in his Getting Into Your Customer’s Head. Here’s something I tagged: “The traditional self-focused selling approach is no longer effective because today’s new buyers are unwilling to follow you. They don’t want to be ‘sold.’ They want to make educated buying decisions. To make a sale, you must

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status quo: 30% of deals are lost due to indecision. excel sheets, interns, pen and paper you have to position towards those too. win against alternatives.