Category Archives: No-Decisions

February 10th, 2014

Why Won’t My #@*&^ Customer Make Up His Mind? Common Causes and Fixes to No-Decision


No-decisions are to be expected, but too many can signify a larger problem. If you’re tracking more than normal, then you should try to uncover the cause and take corrective action.

Your client’s decision not to change the status quo is now a significant “competitor” in many selling situations. According to a 2013 CSO Insights study of companies’ win/loss ratios, 26.1% of all deals were ending in a no-decision. As recently as 2002, the rate was only 17%.

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