Each working day salespeople are surprised to find out, after investing blood, sweat, and tears, and of course promises to the boss, the account they have been working on will not close. But, walking away from a bad deal is one of the hardest things to do in sales. On this podcast episode Jeb Blount explores the pitfalls of poor qualifying and throwing good money after bad.
Do You Rationalize the Sales Process to Feel Better?
The most dangerous lie that salespeople tell themselves (and anybody else who will listen) is that they lost the opportunity with their dream client on price. Salespeople—like all other groups
