In this podcast we look at how we unstick the buying decision process, why we need to know this, how we can take advantage of this, and what you can do to unstick your deals.

When it comes to understanding why a deal is stuck, the first job is to figure out which stage of the buying process the deal is stuck. Then you can diagnose why the deal is stuck there, and there are four potential problem areas to look for: decision-makers, decision criteria, decision process, and deal value — the 4Ds.