“No-decision” outcomes – when potential buyers decide to do nothing – sap sales performance and represent missed opportunities for salespeople and prospects alike. Hoping for better luck next time won’t solve the problem. Gary Walker, executive vice president of channel sales and operations for sales training company CustomerCentric Selling, suggests five strategies that address the root causes of no-decision losses. getAbstract recommends Walker’s expert, concise – and self-promotional – article to salespeople still waiting for their prospects to make up their minds.
About the Author
Gary Walker is executive vice president of channel sales and operations at CustomerCentric Selling.