Marketing Ops Journal

Subscriber-Only Tutorial

Already a subscriber? Login

Subscribe and get immediate access to this tutorial, full access to our research library, and much more...

How to Stop Losing Sales to “No Decision”

Increase Your Addressable Market by Addressing the Root-Causes Behind Inaction and No-Decision Losses

For many companies, the biggest competitor they have to contend with is "no decision." In fact, various studies have shown that B2B companies can lose up to 40% of their forecasted deals to "no decision" and inaction on the part of the prospect. In this tutorial, you will learn about:

  • Why following the conventional wisdom around handling "no decision" losses shrinks your overall potential.
  • How addressing the real root-causes behind prospect inaction can create demand and competitive advantage.
  • Four primary reasons and root-causes you need to understand to prevent deals from sticking and stalling.
  • Strategies and tactics for effectively dealing the root-causes using a simple step-by-step, stage-gate process.

This tutorial is just one of hundreds of educational resources you get access to as a Marketing Ops Journal subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • Pricing Services to Align with Customer Value

    When you’re selling services or project work, it can be challenging to get customers to focus on the value being delivered or exchanged. In this recorded training seminar, learn how to improve revenue and margins when your offering is largely intangible.

    View This Webinar
  • The Revenue Marketing Center of Excellence

    With revenue marketing gaining popularity, many are wondering what kinds of organizational structures will best support the transformation. In this interview, Debbie Qaqish of the Pedowitz Group explains why the Center of Excellence model makes so much sense for revenue marketing.

    View This Interview
  • Leveraging Peer Pressure To Boost Your Margins

    Fixing poor pricing and discounting practices can seem futile. And playing bad cop isn't much fun. This tutorial shows you how to build a "system of influence" that gets your salespeople to police their own pricing and discounting behaviors.

    View This Tutorial
  • Preventing Bad Deals Before They Happen

    After-the-fact corrective actions will do little to prevent the bad deals from happening again. Stop treating the symptoms. This diagnostic shows how to identify and correct the underlying root-causes of problems and issues.

    View This Diagnostic