How to Reduce “No Decision” Decisions w/ Bridget Gleason [Episode 314]

Join Bridget and me for this episode of Accelerate! to learn how collaboration and engagement can accelerate the buyer’s journey to a productive conclusion.

Welcome to another Front Line Friday with my remarkable guest, Bridget Gleason. On this week’s episode, Bridget and I discuss, among other topics, a listener question from Tim, about how to reduce the frequency of “No Decision” decisions; the root causes of no-decision decisions; and how sales reps can proactively collaborate with prospects to enhance the buying experience to reduce no-decision decisions.

KEY TAKEAWAYS

Andy introduces the topic with a reader question from Tim: How do I reduce the number of “No Decision” decisions in my pipeline?

Bridget recommends how to track no-decision decisions to diagnose root causes and coach improvement.

Why 25% of opportunities in a pipeline are not properly qualified for your solution, from the start.

Why managers need to use lost deal reviews to analyze no-decision decisions (because of the waste of time involved.)

Why reps need to view the purchasing journey in two phases: the decision (Are we making this now?), and the choice (Which vendor do we use?).

Customers are increasingly more self-sufficient, doing their own deep-dive research on the Internet, and going through the more of the buying process on their own.

How to win a higher fraction of your deals by learning how to paint the purchasing vision for the buyer.

Why sales needs to collaborate with buyers to co-create value.

Effective collaboration with prospects is a key to helping shrink the number of no-decisions.