Michael Pici says, “On average, how many of your deals end in “no decision”? According to CSO Insight’s’ 2016 survey of 675 companies, 23.8% of forecast deals wind up in this category.

There are several potential reasons for this outcome.

First, an internal event beyond your control occurred at the prospect’s company: Your point of contact left her job, the company changed direction, there was an unexpected budget problem, and so on.

Second, you didn’t create enough urgency. The prospect has a legitimate challenge, but you didn’t reveal the immediate and significant costs of inaction.

Third, the prospect wasn’t a good fit. Your product didn’t answer all of their needs or add significant value to their life”.

6 Signs Throughout the Sales Process Your Prospect Isn’t Serious

HubSpot

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