Closing the Dreaded Stalled Deal

Please accept my apologies for the blogger lag but I got absorbed into a large customized sale of our training services to major software company. The good news is we won the deal and had a very successful delivery.

One of the things that we have observed in this down economy is that ROI (return on investment) will not drive a deal to close. In the research we did last year with CSO Insights, we found a stunning revelation that less than 50% of forecasted deals actually close. Of those that...