Overcoming the B2B sales closing crisis.

In my mind, this is all about discussing risk.

Deals are stuck.

Buyers are ghosting.

And our “Strong Upside” projections are looking more and more far-fetched…

We have a closing crisis in B2B sales.

It was said a few years ago that “opening is the new closing.”

But…I’m beginning to think that “closing is the new closing.”

In this video, I explain what I think we can do about it as B2B sales leaders…

TL:DR is below.

TL:DR = buyers are more scared than they have been in a while. Unless we have prove that “doing nothing” is RISKIER than “implementing our solution”…we’re going to struggle with closing new business. We need to move away from trying to prove how great it will be to work with us…to collaborating with our buyer’s to evaluate how risky it might be not to solve their problem.