Listen to the recent interview of Peter Cohan by Tom Meerstadt of Cuvama where he shares practical tips to avoid “No Decision” outcomes. They explored:
- 2023 sales (and buying) challenges
- Changing our thinking for 2024
- No Decision outcomes – 45% in typical years
- Three discovery elements that yield No Decision results
- Critical Business Issues as the main reason for No Decision outcomes
- The difference between pain and Critical Business Issues – an automobile example
- Another example: A Head of Sales
- Tips for uncovering Critical Business Issues
- Using “why?” and other insightful questions
- The impact (and challenges!) of Job Title level on uncovering Critical Business Issues
- Why isn’t sufficient discovery done in most organizations?
- What about call recording tools?
- Learning takes place by doing!
- Three discovery elements reprised
You can watch this 25-minute interview here. Enjoy!