Selling is tough. Even the most seasoned sales teams hit unexpected bumps in the road.

But data shows that many deals are lost simply because of fixable missteps during the sales experience. In fact, buyers say that over half of lost deals were winnable if sellers hadn’t dropped the ball somehow. Worse yet, sellers and buyers don’t align on why those deals fell apart.

When a deal is lost, sellers tend to cite factors beyond their control, like pricing or missing features. But buyer feedback reveals very different reasons. And the disconnect is staggering.

In fact, sellers and buyers cite different reasons for losing deals 50-70 percent of the time.

When you only get your sellers’ side of the story, it’s nearly impossible to pinpoint and address the real skills gaps eroding sales performance. Sellers end up glossing over their own missteps and struggle to understand why deals actually fell through.

You can’t coach sellers effectively if you don’t have an accurate picture of why buyers are choosing competitors. You’ll keep trying to improve skills that don’t influence deal outcomes, and you’ll keep losing winnable deals due to fixable seller mistakes.

What skills, specifically, should you fix?

Buyer feedback from thousands of deals has revealed eight selling skills that represent critical moments in your buyers’ decision-making process. Each one has an outsized influence on deal outcomes.

Read More
Tools Checklist: Help Justify Decisions Get this checklist to learn how to make your business case to executive buyers more compelling and urgent.
Webinars webinar replay: help justify decisions – build a business case that drives urgency and sways stakeholders 80 percent of deals require VP+ signoff. But only 39 percent of sellers are confident justifying decisions to executives. Learn how to build a business case that wins over your executive buyers.
Tools Checklist: Provide Expert Insights Get this checklist to learn how to lead engaging, value-focused discovery calls and provide expert insights.
Tools Checklist: Coach Your Sellers on the Great 8 Skills Buyer feedback from more than 100,000 B2B deals has identified eight key selling skills that represent critical moments in your buyer’s decision-making process. Each one can impact whether the deal is won or lost. Your sellers need to master these skills. But how do you ensure targeted coaching for each one? In this checklist, you’ll learn the eight make-or-break skills…
E-books E-book: Master the Great 8 In this e-book, you’ll learn about the eight most critical sales skills—according to buyers—uncovered from analyzing over 100,000 deals. Learn how to coach your sellers on these skills to truly make an impact and win more deals.
Winsights Winsight: Sales Competencies That Count Get this Winsight to learn the eight core sales competencies that—when mastered—have an outsized influence on deal outcomes.
Webinars webinar replay: mastering the great 8 sales skills What if your sellers could get coaching from your most insightful source—actual buyers who just made a decision based on their experience with you and your competition? Find out how it’s possible in this webcast!