Sellers often spend more time chasing deals that will never close than moving on to more likely wins. According to data from the TAS Group, it takes 65% longer to lose a deal than it takes to win one.
To prevent this waste of time, sellers should obtain “customer verifiers” throughout the entire sales process in order to show that the deal is progressing and trust is being built with the customer. Thus, for every action that a seller takes – demos, emails, and phone calls – there should be a reaction from the buyer.
A customer reaction, not a seller action, that marks the progress of a deal.