Solving the Revenue Leak No One Talks About
How Sales Teams Overcome Customer Indecision and Convert More of What's Already in the Pipeline
A Keynote by Scott Holman
The Problem
You're not losing to competitors. You're losing to customer indecision, and it's costing you 40–60% of your qualified pipeline.
The buyer says "This looks great!" Then they go dark. Or they say "Let me think about it" and never come back. You follow up, you add value, you offer incentives, nothing moves them. The deal sits in your CRM at 70% probability for 90 days, then falls out. Research shows that over 60% of qualified opportunities end in "no decision," not competitive loss.
The problem isn't your solution, your pricing, or your competition. It's that buyers get stuck in a predictable resistance pattern; they intellectually know they should move forward, but emotionally, they can't pull the trigger. You're trying to change behavior without understanding the emotional cycle that causes buyers to retreat from decisions, even when the ROI is clear, and the need is urgent.
This session introduces a diagnostic framework that shows you exactly where buyers are stuck in the decision cycle and gives you the specific conversation that reactivates stalled deals without pressure, manipulation, or discounting.
What Your Audience Will Learn
Learning Objectives
- Understand the predictable pattern every buyer goes through from "This is perfect!" to "This is harder than I thought" to "Maybe we should wait" and why most deals die in the Valley of Despair
- Learn to diagnose the 4 types of resistance that freeze decisions (Deception, Fear, Distraction, Disconnection) and identify which one is blocking your specific deal
- Master the trust-building foundation that unlocks honest conversation. Buyers don't share the real objection when they don't feel safe, so they give you polite deflections instead
- Discover the questions that reactivate stalled opportunities, specific prompts that guide buyers through resistance, and restart forward momentum without adding pressure
What You'll Be Able to Do Monday Morning
Identify exactly where your stalled deals are stuck using the Traction Stack diagnostic (Love, Hope, Faith, Struggle, Belief) and know what's actually driving the delay.
Diagnose which of the 4 types of resistance is freezing your deal (Deception, Fear, Distraction, Disconnection) and know the exact conversation that addresses it.
Build the trust foundation that gets buyers to share real concerns instead of polite deflections like "I need to think about it."
Use questions and stories that restart momentum without adding pressure or discounts, guiding buyers through the Valley of Despair and back into forward motion.
The Bottom Line
Stop losing deals to indecision. Learn how to diagnose exactly where buyers are stuck in the decision cycle and guide them through the Valley of Despair using trust and truth instead of pressure and discounts.
Book This Session
Available as a keynote, half-day workshop, or full-day implementation session. Let's talk about your event, your audience, and the outcome you need.
Inquire About This SessionParticipants receive the Traction Stack Customer Diagnostic as a takeaway resource.
