In this podcast episode, John Golden interviews Greg Nutter, a management consultant and author of P3 Selling, about the top five mistakes B2B sellers make. Greg discusses the importance of creating awareness, effective prospecting, and the role of a salesperson in the buying process. He identifies the top three mistakes as forgetting what selling is, poor prospecting, and thinking the role of a salesperson is either a relationship manager or a product expert. They also discuss the importance of understanding the buying process and the critical areas where planning pays off in B2B selling. Greg recommends a process for reviewing opportunities and prioritizing tasks to increase sales success.
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