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. 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.
[2:29] Andy introduces the topic with a reader question from Tim: How do I reduce the number of “No Decision” decisions in my pipeline?
[5:50] Bridget recommends how to track no-decision decisions to diagnose root causes and coach improvement.
[6:44] Why 25% of opportunities in a pipeline are not properly qualified for your solution, from the start.
[8:44] Why managers need to use lost deal reviews to analyze no-decision decisions (because of the waste of time involved.)
[10:33] 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?).
[11:37] 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.
[14:43] How to win a higher fraction of your deals by learning how to paint the purchasing vision for the buyer.
[18:40] Why sales needs to collaborate with buyers to co-create value.
[20:20] Effective collaboration with prospects is a key to helping shrink the number of no-decisions.
Bridget was most recently VP of Corporate Sales at SumoLogic. Prior to that her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard. She can be contacted at email@example.com.