Jen Allen-Knuth's Linkedin Analytics

40-60% of B2B opportunities end in "no decision" and involve ~11 customer stakeholders. We're not losing to our competitors. We're losing to customer risk aversion and a tolerance for "good enough" solutions. We're losing to the customer's gut feeling that no matter how much "better" our solution may be, the road to "better" involves change, cost, productivity losses while the team learns how to do/use something new. We're losing because in an environment where uncertainty is high, humans will do everything they can to avoid risk. B2B Sales leaders bring me in for Sales kickoff keynotes or workshops to teach their teams how to take a status-quo busting approach to their outbound and discovery conversations. If your team is outbounding to mid-market or enterprise customers, click the link in my profile to discuss what a workshop could look like for your team.