Rooted In Revenue

The Seller's Challenge - Gatekeepers, concerns vs. objections.

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If things get in the way of closing sales, it affects revenue. Duh. This is the second half of our discussion about the book by Tom Williams and Tom Saine - a must read and MUST HIGHLIGHT, The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles (concerns) in B2B Sales. 

Points covered include:

  1. Procurement (or Purchasing) can be a challenging obstacle for many sellers. How would you advise a seller to deal with Procurement?
  • I noticed that you use the term “concerns” in lieu of “objections”. Why was that?
  • You describe Gatekeepers in a novel way. Tell our listeners about that.
  • You have a chapter on managing price demands. What are 1-2 takeaways for our listeners in that chapter.
  • Will you be offering any training or keynotes on the topics in the book?
  • Are there any other tools available to be used in conjunction with the book?

    • Get the book on Amazon:  https://amzn.to/2LJ057j and in bookstores

    Reach Tom Williams:

    [email protected], LinkedIn

    www.strategicdynamicsfirm.com  

    and Thomas Saine:

    [email protected]

    ...more
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    Rooted In RevenueBy Susan Finch & Lany Sullivan
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