Nightmare On Sales Street: Why Deals Fall To The Grim Reaper.

Big Happy Werewolf Ears? You're Probably Losing the Deal There are risks in every deal. If your champion can't tell you what they are, they aren't all in on you or the deal, and they aren't the champion you think they are.

Time is the Grim Reaper For Deals. The Longer it takes, the Less Likely It Is to Close. The more time it takes the more your buyer has to convince themselves life goes on without you.

They Have So Much Pain Theory Should Be Bandaged Up Like A Mummy. But Still Won't Buy. We all prioritise the pain that will have the biggest impact. Where is the pain you solve in their priorities?

More People On The Eval Team? More People At The Edge Of The Grave. Additional stakeholders of similar, but mid to low power, showing up doesn't necessarily indicate interest. Is it a sign no one wants to take responsibility for the decision or even can make one?

Your Champion Is Communing With Dark Realms. AKA Distracted On Calls. If you can't keep their attention you're there to make up the numbers. Qualify out. If they squeal, you may get somewhere. But only if you insist on their time, attention and access to others.

Trick Or Treat!? Buyers Don’t Trust Your ROI. If the business case doesn't use buyer’s language and numbers. It'll be a damp squib. Not a rocket.

Just Like Guy Fawkes. A Lot Of Prospects Have Been Burned. Past bad experiences with poor salespeople leads to disdain. Break through this by asking High Value Questions.

It's ALIVE!! A Poorly Run Deal With Exec Sponsors & Wide/Deep Connections Will Beat A Perfect Deal That Relies On A Silver Bullet. Don't single thread. No matter how well you run your process, if your executives aren’t aligned with theirs, a competitor will sweep in and drain them dry.