Anatomy of a Lost Sale: Case Study

I’ve been writing a lot lately about how we lose sales and forego success because we enter and conduct conversations through our biases and assumptions. Here is recent dialogue with a potential partner that gives a terrific example of possibility lost.
The representative of a sales/marketing blog called to discuss republishing my articles. Sounds great, right? But the hidden agendas, assumptions, and lack of collaboration ruined what might have been possible.
Here’s the story – and I’ll call my Communication Partner Bill.

Read the full story »