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Great to be interviewed by James Harper on his podcast, Two Cents Worth: A Podcast on B2B Sales & Entrepreneurship. Our discussion focused on the issue of long sales cycles and how to keep the middle of your funnel engaged.
This is an area I see missing from much sales training, which typically focuses on prospecting and closing, when in fact, many closing issues are actually a consequence of issues in the middle of the sales funnel. Was great to discuss this and more with James and provide some insights that are especially critical for those involved in extended sales cycles.
Really enjoyed this interview with James. His podcast has a lot of other valuable content from his other interviews, which you can check out at https://agencyflarepodcast.buzzsprout.com/
Over a 25 year career Steven has been responsible for more than US$4 billion of sales with major tech companies such as Dell, and Targus across the Asia Pacific.
Steven is an accomplished frontline sales and business leader, keynote speaker, consultant and author, dedicated to helping B2B sales leaders implement world-class sales practices.
Years of intense B2B sales research and analysis led to the foundation of Growth Acumen, a modern sales and leadership training, development and advisory service
