Deal stuck in limbo? If you’ve ever debated reviving a sale or cutting your losses and walking away, this episode is for you. Bryan Neale, Founder at Blind Zebra and NFL umpire, walks us through the phenomenon he calls “sales purgatory”. We discuss what sales purgatory is, how deals get there, and (most importantly) how to avoid it. This episode is packed with ways to Marie Kondo your pipeline.

Key Takeaways:

07:00 - What sales purgatory is to Bryan Neale

09:26 - How deals get into sales purgatory

14:48 - Data Breakout - Discussing next steps on your first call

18:45 - What you can do when you're stuck in purgatory

20:26 - Questions to ask when figuring out if a deal is in purgatory or not

25:06 - Measuring ambiguity

30:52 - Micro action - Identify opportunities that are stuck

Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/

Connect with Devin Reed: https://www.linkedin.com/in/devinreed/

Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/

Connect with Bryan Neale: https://www.linkedin.com/in/bryanneale/

Escaping sales purgatory with an NFL umpire