01. Why Your Deals Are Taking Too Long w/ John Kaplan

We’ve all been frustrated by a pipeline full of slow-moving deals. The cause typically goes back to a few key areas where we as salespeople or sales coaches lacked focus. It goes back to basic sales fundamentals, but they’re things even veteran salespeople need to remember.  In this podcast, John Kaplan breaks down three key areas to assess if you have a pipeline full of deals that just won’t close. You’ll learn:  The three reasons your deals are taking too long to close An easy way to execute discovery to ensure you’re going up and down in an organization.  Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.   Additional Resources:  Why you’re struggling with metrics in your sales conversation: https://www.forcemanagement.com/seller-blog/why-youre-struggling-with-metrics-in-the-sales-conversation Asking Bold Discovery Questions: https://www.forcemanagement.com/seller-blog/asking-bold-discovery-questions Webinar: Predicting No Decisions: How to Win Undecided Buyers: https://www.forcemanagement.com/predicting-no-decisions-webinar