Monday, 05 November 2012 08:29
Your submitted your RFP, you were selected as one of the final three out of an original ten companies bidding, but you were not successful. So what went wrong?
Was it your product or service, was it the price or was it you?! What was it that lost you the business and allowed the competitor to win?
Steve W. Martin, who teaches strategy at USC?s Marshall School of Business, has some interesting suggestions to answer this question. Steve recently wrote this thought-provoking?article for the Harvard Business Review, following interviews with over one thousand decision?makers who described to him their selection and decision making process.
Read Steve?s ideas here:
Source: http://integratis.com/channels/top-reasons-sales-people-loose-business/
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