Drivers of Indecisiveness in B2B Sales

In B2B sales, prospects can be indecisive due to three main drivers. The first one is lack of information, where they feel they don't have enough information to make a decision. The second driver is valuation problems, where they struggle to weigh different pieces of information against each other. The third driver is outcome uncertainty, where prospects fear not achieving the same successful outcome showcased in case studies.