Is Closing a Real Problem in Account Based Selling?
Often times we have heard sales executives in Account Based Selling space talk about how hard and daunting a task it is to close. Even though "closing" an account or "signing" a new deal could be the bread and butter of the organization and likewise of the sales team, it is perceived as a "problem". But is closing a real problem in ABS? There sure can be small obstacles in the way but closing, in itself, is "never a problem". Still, you will need to identify the broken links in your sales process and fix them.