The Sales Black Hole
The "Black Hole" is the period between your prospect explicitly stating they are ready to make a decision and actually receiving that formal decision. In a well run sales campaign it should not exist and is so called because in that window of time you have no real evidence of what is happening inside the black hole. Your response to your organisation on the deal status will be "it is up for approval","it has gone up the chain" or "we should hear any day now" when in reality your response should be "I have lost my ability to affect the outcome and have no insight into the remaining mechanics of their decision process". But who wants to say that to their board? You cross your fingers and hope the prospect will call before your boss does. The contributory factors to the formation of a black hole are straightforward and easily avoided yet appear in almost every prospect review I carry out for my clients. So it is time to travel inside the black hole..more to follow.