Hello there👋 Welcome back to this week's Sales Curiosity Club! Did you know that more often, our real competition is not the competitor’s, but it’s our buyer’s no decision? In the "Jolt Effect" book, they analysed over 2 million sales calls, looking for patterns that could teach us what works and doesn't work in successful sales processes. One of their key findings was that 40% to 60% of B2B purchase processes result in "no decision." And in most cases, the company failed to buy because they...