The Seller's Challenge

The Seller’s Challenge: How Top Performers Master Deal-Killing Obstacles in B2B Sales

There is a common question that troubles all sellers at different points in their careers: “So, what do I do now?”  It may be uttered out of fear, or confusion, but it’s that moment of paralysis where they realize they’re about to lose an opportunity in which they’d invested so much time to win.

The Seller’s Challenge identifies 10 of the most frequently cited deal-killing obstacles sellers encounter. The challenge may be selling to change-resistant buyers, deploying a sales plan for a biased and unfair RFP process, selling to committees with numerous stakeholders, competing against an entrenched supplier, or engaging Procurement agents who are obsessed with driving price discounts.

If you look closely, there are caution signs that will guide the seller toward the best course of action.  The Seller’s Challenge is a “tactical field manual” that taps current research, best practices and real-life examples to help sellers craft action plans that optimize productivity and drive success.  It’s all about what top-performing sellers do – how they research, plan and implement activities that maximize their chances of winning.

We will share the harsh realities, myths, data, best practices, game-changing approaches and guerrilla tactics that will elevate a seller’s prospects of winning good business. The Seller’s Challenge is composed of 10 independent chapters – each devoted to an obstacle that haunts sellers worldwide.  The book includes many addendums in the form of checklists and worksheets that simplify the content.

Come join our community of sellers.  Become a voice for the selling profession.

Tom Williams

Tom Saine