How to Stop Losing Sales to “No Decision”
Increase Your Addressable Market by Addressing the Root-Causes Behind Inaction and No-Decision Losses
For many companies, the biggest competitor they have to contend with is "no decision." In fact, various studies have shown that B2B companies can lose up to 40% of their forecasted deals to "no decision" and inaction on the part of the prospect. In this tutorial, you will learn about:
- Why following the conventional wisdom around handling "no decision" losses shrinks your overall potential.
- How addressing the real root-causes behind prospect inaction can create demand and competitive advantage.
- Four primary reasons and root-causes you need to understand to prevent deals from sticking and stalling.
- Strategies and tactics for effectively dealing the root-causes using a simple step-by-step, stage-gate process.
This tutorial is just one of hundreds of educational resources you get access to as a Marketing Ops Journal subscriber.
More Subscriber-Only Resources From Our Library
-
Exposing the Power of Price Elasticity in B2B
Price elasticity is incredibly underutilized and often misunderstood. Barrett Thompson explains the nature of price elasticity in B2B and how you can use it to set better prices with far less risk.
View This Interview -
How to Improve Your Close Rates
Trial and error with something as important as your close rates is risky. So, how do know which strategies and tactics you should be using to improve? In this on-demand training webinar, learn effective strategies and tactics for improving your sales team's ability to win---at scale and with less risk.
View This Webinar -
Manage Your Customer Mix to Improve Profits
A video guide that demonstrates how to improve gross margin production without changing your prices or lowering your costs
View This Guide -
How Marketing Automation Is Changing Sales
In this interview with Debbie Qaqish, we explore why marketing automation is becoming so popular and what the long-term implications are.
View This Interview
