How Top Coaches Help Sellers Beat Your Toughest Competitor: No Decision

In an uncertain, fast-evolving world we all rely on our sales managers to drive accountability down to the frontline.

No one can afford to squander existing pipeline already built. And yet, our research indicates 87% of opportunities have a hidden competitor lurking in the shadows: the temptation for your buyers to...do nothing.

How can leaders help sellers to maximize win rates on the winnable deals and jump-start deals to avoid ghosting and costly delays?

In this Webinar conducted on August 12, 2026 we shared our latest research on how the best coaches help sellers navigate decisions with curious yet skeptical, hesitant, and uncertain buyers. 

We discussed our findings, derived from our JOLT performance model and hundreds of interviews, covering topics including:

1. How sellers initiate customer action and built momentum across decisions.

2. Hesitation points at early, middle, and late stages of the customer journey.

3. The mindsets to cultivate, helping sellers generate buyers fearful enough to want action and fearless enough to take it.

4. How managers can coach sellers to spot and counteract common objections and hesitations.

Also hear from Matt Dixon on what the research tells us about how things are evolving with buyers, as we reflect in a fireside chat.