What can sellers do?
- Customer’s decision confidence: the degree to which the buying group believes it has determined the right questions to consider, prioritized the information that matters most, and identified consistent themes. Customers high in decision confidence have managed to make sense of the information and feel assured of their ability to make a potentially bigger, broader, more impactful decision. They are 157% as likely as others to complete a high-quality, low regret deal.
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