An estimated 60% of qualified deals are lost to “no decision,” not a competitor, according to Harvard Business Review, cited in February 2026. The practical lesson is that deals often stall at specific moments when buyers hesitate and sellers fail to take a useful next step. If your team is asking h...

What if reps aren’t ignoring the sales play? What if it doesn’t help them decide what to do in this deal? Sales play automation tools can trigger follow-ups and move tasks along, but more activity doesn’t automatically lead to better deal decisions. If your plays exist on paper yet reps apply them i...

What if the deals stalling in your pipeline aren’t a rep problem, but a process problem? Common sales process bottlenecks include stalled handoffs, inconsistent discovery, and opportunities that linger without a clear next step. These are symptoms. Treating each one in isolation can hide the root ca...