Holding Customers Accountable & Getting Alignment Early in the Sales Cycle

In this episode of Open Source Selling (#2 of 5 this week), Trina and I continue our conversation and discuss what it means to hold the customer accountable and the consequences of not doing so. We also discuss how to get alignment and why it is important to do so as early as possible in the sales cycle. Trina shares experiences she has had over the years, lessons learned the hard way, and how she used those experiences as stepping stones to improve how she works with her customers to earn their trust and close more business.