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7 Reasons Salespeople Don’t Close the Deal

7 Reasons Salespeople Don’t Close the Deal

Harvard Business Review - Steve W. Martin

Pretend that you’re an experienced buyer who has met with hundreds of business-to-business salespeople. What percentage of them would you say are excellent, good, average, or poor? According to a new study of more than 230 buyers, 12% of salespeople are excellent, 23% good, 38% average, and 27% poor. …

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