Pipelines are bloated with prospects who think the solution presented is interesting or who want to buy something but haven’t bought yet. These deals usually don’t close. The reason is that there is not enough of a compelling reason to buy. The solution to this problem is to find someone in the organization who cares about the problem. They usually care about it because it affects them in some way. This makes the pain personal and personal pain is the biggest motivation to take action. The message is as simple as that. Find someone in the organization who cares about the problem.
