Deals gets done through a series of meaningful, brief interactions.
It’s easy to get caught up in the lengthy sales cycles, focusing on the months that stretch between initial contact and closing.
While we plan our sales strategies over months, buyers allocate only limited hours to consider solutions, fitting these interactions into their busy schedules.
Within those hours, there are pivotal moments—brief interactions or soundbites—that have the power to make or break the deal.
Through the following chapters, we’ll explore how to:
Whether you’re an account executive looking to sharpen your skills or a sales leader aiming to enhance team performance, this book will provide you with the frameworks, examples, and strategies needed to tip the scale in your favor.
1. Understanding the buyer’s perspective
From months to moments
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