In a world of countless philosophies and methods for mapping out and understanding buyer’s journeys, sales teams have the power to reach, connect and engage prospects at the right time and place, with the right message. Unfortunately, the majority of buyer’s who enter the sales cycle ultimately make the decision to purchase nothing – a “no decision.”

This paper is designed to share some insight into why this outcome is so common, and shows how to tailor your sales approach to achieve better results, including:

• Why customers decide not to buy.
• The three questions all potential customers are secretly asking.
• What “no decision” really means.
• How to overcome the status quo and get to a “yes.”