HOW TO PREVENT "NO DECISION"

When selling to the enterprise, we not only need to compete with other vendors but also compete against "No Decision". When I speak with Sales Leaders, they share that for deals that are funded and are a great match, more than 80% still do not close. So "No Decision" is a huge challenge because we do all the work, and they take just as much time, yet there is no commission because there is NO deal. This is nearly impossible to repair but entirely preventable. This is the topic for today's Brutal Truth podcast.

Here is what you will learn:

• Clients will say they know how to make a change, but they do not.
• Change is the primary competitor.
• Why it is not about price.
• What clients need to take action.
• What to do before proof of value.
• What the C-Suite needs.
• Why "No Decision" is a decision.

You can listen to the full interview on iTunes and Spotify or watch it on YouTube.

Check out our other shows The Sales Leadership Show / PodCast revenue management collective and Sales Questions Brutally Honest Answers - PodCast

Follow for more ideas on how to make more money in B2B sales Brian G. Burns