Sales opportunities stalled due to “no decision” wreak havoc on growth-focused sales forces. Over time, these stalled opportunities pile up, obscuring more actionable opportunities. Eventually, management finds these "sclerotic" pipelines of little use at all.
Now new research indicates why so many opportunities fall victim to “no decision,” and how sales organizations can dramatically diminish pipeline clogs. Drawing on recently completed research, Corporate Visions Tim Riesterer details root causes of buyer indecision, and proven approaches for crafting persuasive sales messages that compel action.