“Sales ohne Zufall”: a new book on the 100 biggest problems in sales

When experience alone doesn’t solve the problem

Many sales problems occur even when a team already has experience: proposals sit unanswered, forecasts slip, conversations go well and still end without a decision. With “Sales ohne Zufall” (roughly: sales without chance), Peak Atlas is developing a book that addresses exactly these situations.

The plan is for 100 problem-focused chapters. They are meant to help readers diagnose recurring difficulties and choose a suitable next step.

From the visible symptom to the actual cause

The concept starts with a concrete situation. Each chapter then explains which causes may lie behind it and how they can be told apart.

An unanswered proposal, for example, may be due to a lack of urgency, an unclear decision process or a need that has not been sufficiently understood. Simply following up more often does not automatically resolve these different causes. The sensible next step depends on which assumption can be tested in conversation or against the history so far.

Sales as a connected process

The topics are meant to go beyond individual conversation techniques. They include the quality of sales opportunities, qualification, decision paths, proposal design, objections, follow-up and collaboration within the sales team.

Sales management also plays a role: What information does a reliable pipeline need? How can a manager tell whether an opportunity is really moving forward? Which routines help spot problems early? The book aims to make the connection between the individual deal and the overall sales system easy to understand.

For working on the next real case

Each chapter is meant to end with a clear prompt for action. Readers can test the problem described against a current deal and derive a next action from it. Illustrative examples and illustrations are intended to support understanding.

The book is in development. The selection of the 100 problems is being worked out editorially. A firm publication date, price and sales channel have not yet been set.