Jon Webb, founder of Major League Selling and author of Selling Against NO!, joins Robin Ayoub to unpack his 39-year B2B sales journey and the operating system he built around one truth: every lost deal was decided by a NO you never diagnosed.
Most sellers lose deals they should have won and then blame the price, the timing, or the competitor. Jon Webb says the real answer is simpler and harder: they never diagnosed the NO.
In this episode:
• Why Jon spent his first 19 years as a self-described quota chaser and what a single day of training changed forever
• The seven types of NO and why the silent NO and the internal NO cost companies the most money
• How Help, Serve, and Influence became the three-word operating system behind Major League Selling
• Why false yeses are draining your pipeline and how to stop managing deals that were never real
• The soft scoreboard: why winning the day means more than hitting the number
Jon Webb is the founder of Major League Selling and the author of Selling Against NO!, a field manual for B2B sellers built around diagnosing why deals stall and what to do next. With 39 years in the field, from individual contributor to Chief Commercial Officer, Jon has held nearly every sales role there is. He now coaches companies on building a selling operating system grounded in one belief: the best sellers are a force for good for their customers, their companies, and their communities.
Connect with Jon Webb:
Website: https://majorleagueselling.co
Book: Selling Against NO! — available on major retail sites
LinkedIn: Search Jon Webb | Major League Selling
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