According to Gartner and many other sources, ~45% of all B2B software forecasted opportunities end in No Decision outcomes – you don’t win the business, you don’t lose to a competitor, your prospect chooses to do nothing. This means that nearly half of the time you invest in sales goes … nowhere!
Finding a way to reduce No Decision outcomes is one of the biggest “knobs” that can be turned to improve sales process productivity and efficiency.
Hmmmm… What a great topic for a sales kickoff session!
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