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The FOMU Report

Two Playbooks to Close the Sale challenger sale customer indecision Dec 07, 2023

By The DCMi Marketing Team

All customer decisions—whether pre-sale or post-sale—follow the same path, as depicted in the below graphic. But our research indicates high performers think...

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5 Base-level Skills Every Salesperson Should Have challenger sale indecision jolt effect skills trust Oct 10, 2023
By the DCMi Marketing Team

In the evolving world of B2B sales, success is often a game of inches, with wins against competitors by the smallest of margins. Customers are overloaded with...

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What is the FOMU Report?

A blog dedicated to examining customer indecision. Our research is clear that buyers fear messing up more than they do missing out. Follow along as we explore how FOMU affects sellers and sales organizations.