Lenny's Podcast: Product | Growth | Career cover image

The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)

Lenny's Podcast: Product | Growth | Career

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Understanding Customer Indecision in Sales: Insights from Massive Data

This chapter explores insights from 2.5 million sales conversations, revealing that customer indecision, rather than competition, is a leading cause of lost sales. It offers strategies from top sales professionals to help overcome the challenges posed by customers who prefer inaction over decision-making.

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