Tom Williams and Tom Saine are the authors of The Seller’s Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales. Their book covers the top 10 challenges salespeople face today and provides solutions to help shorten sales cycles and close more deals. In this episode, Tom Williams and Tom Saine share deal killing obstacles and how to overcome them.
Here are some of the topics covered in this episode:
- Top challenges in B2B sales today
- Stakeholder mapping
- How to sell to large groups or committees
- Getting past the gatekeeper
About the Guests: Tom Williams is the Managing Director is Strategic Dynamics Inc. a firm that helps organizations accelerate revenue generation. He was formerly the VP of Worldwide Sales, Marketing and Product Service for an organization that sold high technology medical products and services.
Tom Saine is an associate at Strategic Dynamics Inc. He’s a former senior executive for ARMARK Corporation. In his tenure with ARAMARK, Tom served as Associate VP for Major Account Sales, VP of Client Retention, and VP of Sales.
LinkedIn – Tom Williams: https://www.linkedin.com/in/thomasjwilliams/
LinkedIn – Tom Saine: https://www.linkedin.com/in/tom-saine-7b603a94/
Listen to more episodes of the Outside Sales Talk here!