lost deals

  • Crappy Salespeople and Lack of Urgency Alignment  – The Bob Chronicles Part 4

    • April 27, 2021
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    This is the fourth installment in the Bob Chronicles.  Bob is the weak salesperson who represents the bottom 50% of all salespeople. You can read previous installments about Bob below:

    The $225,000 Mistake That Most Salespeople Make

    Data – The Top Salespeople are 631% More Effective at This Than Weak Salespeople 

    Good Bob, Bad Bob, The Stockdale Paradox and Sales Success

    You’re probably wondering, what did Bob screw up this time?  He screwed up urgency.  You might be asking how a salesperson could possibly screw up urgency but Bob and the rest of the weak salespeople screw up just about everything else so why not urgency too?

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