What do winners of major sales do differently than the sellers who almost win, but who ultimately come in second place?
Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results.
Not only do sales winners sell differently, they sell radically differently, than second-place finishers.