Program · for sales leadership
Executive win-loss. Your reps log 'price' or 'timing.' The VP who passed will not tell your rep the truth, but they will tell a peer. We get the real reason across a set of losses, and what it says about your message.
Your reps log 'price' and 'timing' because that is what the buyer tells them, and it is rarely the real reason. The executive who passed will not be honest with the salesperson who lost.
They will be honest with a peer, which is exactly what Phronia is. The pattern in the real reasons is the most valuable thing your go-to-market is not seeing.
Phronia talks to the executives who passed, who will tell a peer what they will not tell a rep.
The common thread in why the deals actually died.
What to change in the story and the motion to stop losing the same way.
You cannot fix a loss reason that is fiction. This replaces 'price' and 'timing' with the real cause, and the change that closes it.
The honest reason deals die, not the rep's best guess.
What the pattern says to change in your story and your motion.
Fewer surprises when you understand why deals slip.
From the buyer, peer to peer, not a vendor survey.
Howard is the executive your buyer will be honest with, because he has sat in their chair. That candor is the whole product.
Every agency will wordsmith your message. We are the buyer you are trying to reach. Howard Holton has been the CIO, the CTO, and the CISO, more than once, across many companies, sizes, and industries. This is not one analyst's opinion. It is the read of the person who signs the check.
Why They Really Said No is scoped to a set of recent executive-level losses you want understood.
Founding Client: start your first engagement by July 31 and take 40% off, as one of a small charter group, in exchange for becoming a reference.