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Customer indecision is the “silent killer” of pipeline. Stuck in a state of analysis paralysis and fearful of making the wrong move, today’s buyers often find it easier and less risky to do nothing. In fact 53% of B2B deals are lost to “no decision” and rather than status quo being the enemy, it’s more often due to buyer’s lack of confidence and indecision:
Judging level of Indecision
Offering Expert Recommendations
Limiting & Leading the Exploration
Taking Risk off the Table
