Getting prospects to buy is a team effort between sales and marketing. If your organization is like most, there are probably some efficiency and skills gaps that are keeping you from closing deals. Here’s some of our best advice to increase close rates.
1. Figure out where your deals are stalling out.
Almost everyone struggles with customers who show a lack of urgency to buy. Maybe this manifests as voicemails or emails that ask for “more time” to make the decision. Or they say they need to circulate your proposal to more people, or push it higher up the food chain. Other times, they make endless requests for more information or updated proposals—with no deadline for a decision in sight.