We spend our weeks inside other businesses' pipelines, watching where deals actually die. This is what keeps coming up, with the numbers where we have them and honest arithmetic where we do not.
Almost nobody who says they need more leads actually does. Here are the seven places B2B deals die, and a test for each that you can run yourself this week.
Sales HiringThe salary is the number people quote. It is not the number they pay. Here is the full cost of a business development hire in year one, itemised, with the parts nobody puts in the budget.