By Michael Nash, Founder of Sage Sales Consulting Lack of Options? Why Buyers Buy (Or Don’t): The Truth Most Sellers Avoid Let’s start with an uncomfortable truth: Buyers don’t struggle because they lack options.They struggle because they don’t trust them. Today's B2B buyer is operating in one of the most difficult decision environments in modern business history. They face relentless pressure, compressed timelines, and a marketplace flooded with endless solutions—all claimin

By Michael Nash, Founder of Sage Sales Consulting There are many reasons as sales teams we lose deals. In my professional opinion they boil down to two: We were working an unqualified opportunity ( a lead that should not have converted) We were outsold by a more skilled competitor Let's focus on #1 as it is very common. If you study "decision science", as it involves the brain, you will learn that our brain is actually quite lazy. In other words, when it comes to making de