Why Do B2B Deals Really Stall? What Your CRM Isn’t Telling You About No-Decision Deals

Feedback from over 120,000 B2B opportunities reveals that sellers’ CRM-reported reasons for stalled deals differ from buyers’ actual reasons more than half the time, indicating that relying on CRM data may misguide sales training, and to overcome no-decision deals, sellers must create compelling reasons to overcome buyer inertia, focus on business impact rather than features, and address objections with evidence and insight.

Think you know why your deals stall? Think again.

Feedback from over 120,000 B2B opportunities reveals a significant disconnect about no-decision deals: what sellers report in your CRM differs from buyers’ actual reasons over 50 percent of the time.

If you’re relying on CRM data to train your reps, you might be reinforcing the wrong behaviors.

To close this gap, your sellers must:

Create a compelling reason for buyers to overcome internal inertia
Focus conversations on business impact, not features and functions
Counter pricing concerns and other objections with evidence and insight

In this Winsight, you’ll learn what’s really causing deals to stall and how your sellers can take corrective action before opportunities go cold.

You’re ready to take a stand against no-decision deals.