Your team is making calls, running demos, and sending proposals. So why are deals going quiet? The problem isn’t effort — it’s alignment. Most sales teams are executing a seller-centric process in a world where buyers make decisions on their own terms. Here’s what that gap is costing you, and how to close it.
Sales opportunities rarely stall because of effort. They stall when communication between the buyer and seller doesn’t align. Recognizing those patterns is what allows teams to adjust and move conversations forward.
Sarah had done her research. She was the Director of Talent Development at a mid-sized
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