DEAL CRASH

Description

Daryn Mason is a Deal Crash Investigator. He uses the same techniques as air accident investigators to determine the many factors that cause the loss of major business-to-business (B2B) sales deals. Daryn has been a B2B sales professional in the IT industry for over 30 years with companies such as Oracle Corporation and Siebel Systems. As a freelance consultant he now helps many sales organisations to identify and fix problems in their deal execution. Daryn believes that the traditional mindset of most enterprise sales organisations is flawed. For many years they have operated with a ‘fixed mindset’. By moving to a ‘growth mindset’ and forensically analysing major deal losses your organisation can harness the aggregation of marginal gains to significantly boost your sales win rates. DEAL CRASH is not another book on selling. It’s about how your organisational culture is preventing your sales success.