Mark Osborne explains why most B2B sales stall. About 40% of prospects simply do nothing, while 30% attempt to solve the problem themselves. Both paths lead to deals that never close.
The number one thing that happens is that there's no sale because they do nothing. 40% of the time, you're not going to close a sale because they're going to wind up doing nothing at all. And very close to that, another 30% of the time, you're not going to make a sale because they're going to wind up trying to kind of do it themselves, which is also almost a symbol of not making a decision.
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