SellingBrew

Subscriber-Only Tutorial

Already a subscriber? Login

Subscribe and get immediate access to this tutorial, full access to our research library, and much more...

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 SellingBrew Playbook subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • How to Improve Your Close Rates

    Trial and error with something as important as your close rates is risky. How do you know which strategies and tactics you should use 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
  • Maximizing the Effectiveness of Inside Sales

    In recent years, inside sales has been changing dramatically and leading teams are now playing a much more strategic role. In this on-demand webinar, you'll learn new strategies and tactics for boosting inside sales' performance and contribution.

    View This Webinar
  • Lowering the Cost of Customer Churn in B2B

    It's not uncommon for 30-50% of a company's customer base to be in some stage of defection. We spoke with Javier Aldrete and learned the new approaches companies are using to recover the revenue they're losing to customer defection and churn.

    View This Interview
  • Getting Serious About Sales Effectiveness

    What does it take to make your sales operation more effective? This on-demand webinar provides insights into what other sales operations are doing and the areas to focus your energies if you're serious about sales effectiveness.

    View This Webinar