Never Lose a Deal to "No Decision" Again (Coming Soon)

Foreign. Here. And in this video series you are going to learn how to disrupt your buyer's status quo and get them to act okay. In this economic climate, one of the most common challenges I'm hearing among mid market and enterprise account executives is their deals stall, go dark and never turn into anything, never materialize and and just die in no decision land. Usually in the first half of the sales cycle. In fact, according to sales benchmark index, more than 57% of business to business sales opportunities don't go to your competition, don't go to you, but just end in no decision. So in this video series I'm going to introduce you to two of the most underrated mid market and enterprise technology sales practitioners on the planet. Okay, I've got Column Kilgore and John Bissett coming your way to teach you about behavioral economics and how to use it to get your buyers to move. Now this is going to be the first video in this series and they are going to make you aware of the massive opportunity and what's at stake for you to get this right. Okay? They're going to make the point that just a few tweaks in how you message and how you run your deals can lead to astronomical results. Now as you go through the series with me, they're going to then walk you through how the human mind works and how you can use sales techniques to stimulate people into action to get them to move away from their status quo. So here's video one, here's column and John and and I'll see you in the next video.

If you're in B2B sales, then these numbers tell a story about your world. Not just about your world, but they also tell a story about the Professional Golf Association. Now, who's the most famous golfer in the world? Have a think, perhaps this person has just appeared in your head. These numbers also tell a story about Tiger Woods. Now in the early 2000s, when Tiger was just getting started in his first year, this is how much he earned. Not from all the celebrity endorsements and sponsorships, just from playing golf. Now if you add up Tiger's competitors in the PGA circuit and take their average salary, Tiger's average competitor earned $950,000. Now this final number is a percentage. It's something called stroke variance. And it represents how much better Tiger was on any particular day, any particular round of golf than his average compet. So question for you is on a typical round of golf, how many strokes is 4%? Well, it's not very many. Probably more like two or three strokes. And at this point you're probably wondering, what's all this got to do with me and my sales career? Well, Tiger was competing in a brutally competitive environment. You are competing in a brutally competitive environment. And in that situation, to get 10 times the results of your competition, you don't have to be 10 times better, you just have to be a little bit better. Small changes in the inputs can have a massive impact in the outputs. And that's what this course is all about. You making small changes in your behavior to make a massive impact on the revenue that you bring in.

So you actually have a fantastic opportunity if you think about it. Look at a typical sales qualified funnel. There's your funnel, there's your leads coming in the top. How many of those leads in your funnel actually leak out? How many do you lose? Maybe you're getting ghosted, potentially. Or deals stall for no apparent reason. Customers prospects get indecisive. Ultimately they stick with the status quo. According to sales benchmark index, in a typical enterprise B2B funnel, more than half of opportunity sales qualified opportunity ends up in that no decision bucket. So imagine if you could beat the status quo and plug those leaks. What would that do to your win rates? What would that do to the commission in your pocket, your ability to hit and exceed your numbers? You don't have a top of funnel problem here. You just have to close those existing leaks. And that's what this course is all about, helping you beat the status quo. But it's very likely you're going to have to unlearn some old habits and learn some new ones and ditch some existing beliefs. What do I mean by that? Well, there's a lot of conventional wisdom doing the rounds. It's been doing the rounds for decades and it does more harm than good. For example, what are sellers encouraged to do? There's your seller there encouraged to sell the roi. Push the value. The data shows that when sellers do that, these leaks get bigger, they lose more deals. In fact, gong conversational intelligence people found that when sellers lead with ROI style messaging, it correlates with a 27% reduction in close rates. What else are sellers encouraged to do? Well, let's bring the prospect into the picture. Sometimes they're indecisive. What are sellers encouraged to do in that situation? Dial up the pain, Remind the prospect of all of the problems with with the status quo, what they're losing, the cost of inaction. The data, the latest data shows that when you do that, you lose more deals. So it's no wonder that when sellers are following conventional wisdom, what they end up with is just a trickle of opportunity coming out at the bottom. Here in this course, you're going to see exactly what you have to do to stop this, to reverse this, to plug these leaks, to beat that status quo and turn this trickle into a flood. How are you going to do that? Well, the secret lies inside your buyer's head. So we're going to shine a light into your buyer's head, your prospect's head to see exactly what's going on.

All right. I hope that you found that as inspiring as I did. Now the good news is in the next video which is going to hit your inbox in just a couple days, John and Colum are going to walk you through how the human mind works so that you can use this to your advantage in an ethical way. Close more deals, disrupt your buyer status quo and stop losing deals to no decision. Stay tuned.