Elay Cohen is CEO of Sales Hood and former SVP of Sales Productivity at SalesForce. His process is credited from growing the company from 500 million in business to worth more than 3 billion dollars. That’s why Rob Acker, SalesForce CEO endorsed his latest book, Enablement Mastery. We talk about specific hang-ups in sales that cause prospects to go dark and what questions you should ask to prevent it. We also discuss why process problems are the main issue behind a failing sales team. Oh, and we also talk about a truly embarrassing failure moment that knocked him down a few pegs.