Deals often go sour without us even knowing why. Maybe the deal mysteriously goes quiet right after the demo. Perhaps there are wild demands that emerge suddenly at the negotiating table. Or your champions go M.I.A. at the big presentation.
All of these are symptomatic of mistakes that were made much earlier in the sales cycle. And it’s not just rookies that make these kinds of mistakes either. Deals are simply more complicated with longer deal cycles, more “decision makers”, increasing competition and greater solution complexity. Even the most seasoned sales professional can get caught by common errors.