Why Veteran Salespeople Botch Deals

As my co-authors, Don Brown and Bill Hawkins, and I researched and developed the content for What Got You Here Won’t Get You There in Sales (McGraw-Hill, 2011), we spoke to hundreds of “buyers” within our own customers’ organizations and many within organizations new to us. As we learned more about the habits that hold people back in sales, two distinct categories of sellers regularly emerged: sales veterans and sales rookies. We’ll explore the veterans here. The veteran salesperson displayed several ineffective habits.

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