Why New Products Cause Good Sales People to Fail

Sometimes it makes no sense when experienced and effective b2b sales suddenly begin to fail when selling new products in their markets.

What is happening to these experienced and good sales people to have issues hitting their numbers?

Well, in my opinion there are two major reasons for this decline in effectiveness when selling new products.

  1. Too Many Details and No Problem Identification
  2. Calling on the Wrong Type of Decision Maker

    Read more…