Something changed in B2B sales in Q2, and many sales teams have yet to get the message. Research by Matthew Dixon and Ted McKenna found that 40% to 60% of B2B deals are now lost to customer indecision rather than because a competitor won the bid. And the hesitation only compounds: Forrester’s State of Business Buying found that 89% of B2B purchases now involve two or more departments, so every extra stakeholder is one more person who can quietly freeze the deal. This is occurring amid reports…