In our first post on the Year-End Sales Push, we exposed why deals stall at year-end: the unquantified cost of delay. In this week’s post, we reveal the second truth most sellers never confront. Buyers don’t go dark because they’re disinterested. They go dark because they’re overwhelmed. December is the single most cognitively overloaded month […]
Every December, companies lose millions of dollars not because the market slows down, not because budgets dry up, and not because buyers “need more time.” Deals die because sellers push urgency when buyers desperately need clarity. Research from Gartner confirms that the #1 cause of stalled deals isn’t objection or price—it’s internal misalignment and buyer […]
Ineffective Development A recent study by CSO Insights found that around 60% of sales organizations globally consider their sales manager talent development efforts to be ineffective. Given this, it is no surprise that Salesforce.com reports only 28% of sales professionals expect to hit quota in 2023. While pinpointing the top causes of not effectively developing […]