Matt’s background in new business sales, sales leadership, executive leadership, go-to-market strategy and B2B executive copywriting, makes him both a valued advisor to executives and a respected mentor and coach to salespeople. Prior to founding his consulting practice, Matt spearheaded the growth of various firms including Franklin Covey’s Sales Performance Practice, Nokia, the Chasm Group’s UK partner and Michael Page amongst others. Matt has had a wealth of international experience having lived and worked in the Gambia, Nepal, Bangladesh, Indonesia, Sweden, UK , Canada and the USA, and was named one of Selling Power’s Leading Sales Consultants of 2018.
Many sales people – and some sales leaders – will admit they struggle to get access to senior decision makers within ‘Must Win Accounts’.
Based on 20+ years of ﬁeld work and hundreds of client engagements, I have come to the conclusion that there are 3 Issues that sabotage your sales force’s new business prospecting efforts: