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• Many prospects mention not having the in-house technical expertise to set up and maintain the platform.
• Prospects express concern that there’s not an easy-to-comprehend ROI to justify the cost of the solution.
• Prospects that have tried similar solutions didn’t see the promised increase in productivity.
• The solution seems too similar to other tools they’re already using.

Reps with 35%+ win rates:

• Are more likely to ask follow-up questions when a prospect mentions a pain point.
• Steer the conversation towards growth and other positive outcomes.
• Mention less common features that coincide with prospects’ use cases.

Customers that churned:

• A promised feature wasn’t going to be available quickly enough, and the rest of the product failed to meet the customer’s core needs.
• Customers talked about budget cuts and how this wasn’t considered a necessary tool.
• Competitors offered cheaper pricing.
• Engagement with the customer success team didn't match their expectations.
• Their company didn't adopt the product as they expected.