May 31, 2009
Two earlier articles explained what happened when a senior executive in my company briefly grabbed control of my recent sales opportunity. It appears to have cost us the sale.
Because I’ve seen the same thing happen multiple times in the years I’ve been selling, I’ve given some thought to why it happens. When you understand the [...]
Read the full article →
May 20, 2009
A prior article set the scene. This one makes you privy to an explanation that most people in my company haven’t heard.
First, a quick review of the situation.
I’d been working on a million-dollar deal for about five months. Jim, a senior executive in our company (and my boss’s boss), slid into the driver’s seat on [...]
Read the full article →