The ABCs of Selling - E

E - Execution

Our principals review many sales deals along with the managers of our clients. Among the reasons that we see sales plans fail are simply poor execution. Almost all of this stems from:

poor attention to detail
failure to anticipate what could go wrong 
no strategy session before the event about tactics, messages, or plan B 
and leaving things to chance  

Horror stories emerge from delivering the wrong message to the prospect because we didn't prepare, arriving late for a...