Why do over 40% of complex B2B Sales end in no decision?Because sales reps collect technical details, prepare quotes, and then "hope" and follow up.
That's not selling. But that's the process that most technical sales reps, particularly in capital equipment sales have been trained to follow.
They have great, detailed conversations with technical buyers - the folks who make the vendor selection. But often they have no contact, no discussion, and no insight into how decisions are made around capital request and approval.
Therefore, they have no functional insight into whether a deal will actually happen.....and therefore they don't know when capital investment decisions are made, and it appears to them that their deal just ended in no decision.
That's why Mike Miller's point is so critical. If you can train a sales team to understand when they are simply "hoping" vs. when they know, then you can begin to improve complex B2B sales performance, improve sales pipelines and boost forecast accuracy.
Discover how shifting from hope to optimism empowers leadership and decision-making. We explore the importance of recognizing what we can control and how to navigate uncertainties without relying on blind faith. Let's redefine our approach to achieving goals!
#ComplexB2BSales #Coaching #leadershiprole #Optimism #Empowerment #DecisionMaking #ControlYourFuture #MindsetShift #PersonalGrowth #Motivation #GoalSetting #SuccessMindset #PipelineManagement #SalesManagement #SalesForecasting #SalesPipeline #SalesProcess #B2BSales #IndustrialSales #agency #MachinerySales #CapitalEquipmentSales
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