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1124: Addressing Customer Indecision from the Get-Go with Matt Dixon and Ted McKenna

Sales Strategy & Enablement by Revenue.io

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Is Indecision a New Problem or an Old Problem?

I think it's pretty clear that indecision, it is a very human problem and it's not necessarily a new thing. I think the question though is how have we dealt with it? So yes, it existed in the minds of buyers, but sellers more often than not would interpret or maybe misinterpret that to your point earlier as always a status quo problem. And so while it might be true that instinctively we knew it wasn't always exactly the status quo we treated it as if it was every time.

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