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
-
Suffering from a Costly Case of Sticker Shock
In B2B environments where discounting is habitual, it's easy to think that your list prices don't really matter all that much. But before you conclude that list prices are inconsequential in your business, consider this case of a B2B reseller who just couldn't see what they were missing.
View This Case Study -
How to Prevent Customer Defection
In this SellingBrew research report, learn how leading B2B companies are protecting their future revenues and profits with innovations in customer retention and defection detection.
View This Research -
Myth Vs. Reality in Pricing Technology
This special report exposes seven of the most common and costly pricing technology myths and misconceptions we've encountered in our research. Find out if outdated beliefs are causing you to fall further and further behind.
View This Research -
Stop Guessing About What Your Prospects Value
Scratch the surface of many value-based initiatives today and you’ll find a whole lot of guesswork. In this tutorial, learn the two step process for making your value-based efforts more accurate and effective.
View This Tutorial
