Hey, before we get into the interview, I want to make sure you're aware of our other

podcast, the Sales Questions, Brutally Honest Answers show, which is a very quick,

under five minutes in most cases, sometimes just a few minutes, where I answer

your questions.

You can just send me any question to my LinkedIn profile, Brian G Burns, and I'll put it in the cue to answer

Also at the sales leadership show if you're looking to get into sales leadership or you want to hear from the world's best sales leaders

that's where I interview them check it out the sales leadership show also at

B2B revenue.com you can learn all about all the courses. Links are in the show notes below as well as our

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Here we go.

Now a lot of people think that in the complex sale a deal stalling is some

unusual thing. Have you seen that most of them just skate right through. I read this quote recently and I can't remember

who said it but it said birds fly fish swim and deals fall through so I think it

does happen pretty often and it always seems that the ones you're the most confident in for whatever reason as a salesperson are the ones that don't happen.

So yes, for sure, I think the more complex the deal is,

the more likely that something's going to happen

to stall it or push it to next quarter

or shrink it inside somehow.

And that's where a lot of pain and stress comes from sales individuals as well as the leadership.

So I guess the question is why is that happening?

I think there's a lot of reasons it does happen but most of it is probably

preventable in some former fashion if you really think through these complex

...