Last week, I wrote about the problem that “No Decision” losses create for financial technology firms. A content marketing strategy designed to help buyers reach consensus at each stage of the buying process can dramatically reduce the no-decision rate and increase your overall sales win rate. Here are some tips for how to address each […]
How to Stop Losing to “No Decision”
Many of our clients are experiencing longer and longer sales cycles, and the longer the sales cycle, the more financially painful losing becomes. At the same time, the propensity for “No Decision” losses is increasing. Let’s talk about how these trends affect your sales process and what you can do about it. Buying Technology is […]
Technology Buying Process – What’s Really Happening
There has been a great deal written about the sales process, the customer buying cycle and how to align selling with the customer’s buying process. But most of what I’ve seen is still written from the seller’s point of view. What’s really going on behind closed doors when customers are making decisions? We have interviewed […]
