Why Deals Don't Close: Anne Gary's Framework for Discovery, Champions & Economic Buyers
Most deals die quietly in discovery, champion development, or economic buyer misalignment. But what actually separates consistent closers from perpetual stallers? In this replay, Anne Gary sits down with John McMahon and John Kaplan to reveal the blind spots in your sales process – and the coaching framework your leadership team needs before you finalize your 2027 plan. From preparation rituals to multi-threading strategy to navigating proof of value, Anne walks through the entire deal architecture that most teams get wrong.
Anne Gary is Managing Director at Force Management. She's spent 25+ years coaching thousands of sales professionals and leaders on building repeatable, predictable deal strategies across Fortune 500 companies and high-growth startups.
