Pocket Sized Pep Talks

Learning From Winning And Losing In Sales

Episode Summary

It’s been suggested that an overwhelming amount of customers don't do any kind of a win/loss analysis. This means they don't understand why they win business and more importantly why they are losing business. Twenty-five year sales veteran Kurt Greening sits down with Rob and shares his thoughts on a variety of sales topics including why you are winning and losing business.

Episode Notes

In this Pocket Sized Pep Talk, you'll learn:

Not just learning from winning and losing, but the value of doing just that!
Why so few enterprise sales reps make their quota in their first year.
Thoughts about growing your sales pipeline and why doing so is so crucial.
How can companies increase their customer retention.
What questions a new sales rep should ask their customers to start the flywheel of the reference selling model.
Mentors of Kurt's, and the lessons he learned from them.
Lesson Kurt would teach a younger self about selling!

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