Stalled deals often look busy.
Meetings happen. Updates are shared. Alignment is implied.
But without a clear understanding of who owns which decisions, progress slows, even when everyone is engaged.
Different questions live with different people:
- What needs to be done
- Which solution is the best fit
- What we can live without
- How this will be funded
- Who we are ultimately going with
Today, there are almost always multiple decision-makers involved.
Rarely does one person own all of those answers.
When ownership is unclear, salespeople aren’t having the right conversations with the right people.