Issue
Definition
Impact
Failure to identify and engage with the primary decision-maker within the prospect's organization hinders deal closure.
Wasted time negotiating with individuals who need more authority to approve the purchase, delays in the sales cycle, and potential for the deal to fall through.
Reliance on concessions to close deals erodes profitability and undermines the perceived value of the solution.
Lower margins, difficulty justifying price increases to future customers, and potential for customer dissatisfaction if expectations are not met.
Weak closing language leaves the prospect unsure about the next steps or fails to create a sense of urgency.
Missed opportunities to close the deal, confusion about the next steps, and increased risk of the prospect choosing a competitor's solution.