In this solo episode of the B2B Sales Trends Podcast, Harry breaks down why deals stall, how status quo bias shapes B2B sales psychology, and how to create urgency by making consequences visible. You’ll learn practical ways to uncover unconsidered needs, highlight the risks of inaction, and move enterprise sales conversations forward.
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⏱️ Timestamps:
00:00 – Why urgency is missing in B2B sales
00:25 – The comfort of the status quo in B2B deals
00:50 – Highlighting the cost of inaction in sales
01:20 – Uncovering hidden needs in B2B sales
01:50 – Building urgency to move deals forward
You’ll learn:
– Why buyers default to inaction even when change is needed
– How to clearly communicate the cost of inaction
– How to uncover unconsidered needs in complex sales
– How to shift conversations beyond ROI to real business risk
If this episode sparked new thinking, share it with your team.
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