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Your Real Competitor is The Status Quo: How to Structure Your Thinking to Avoid It
For sales teams engaged in complex sales, the most common reason for a “no deal” is not that the prospect chose another solution. It’s that they decided not to make a decision at all. These can be especially frustrating if they drag out and waste a lot of salesperson time chasing a decision that the buying organization never makes.
By George Brontén Read the article
