Shaping Decision Confidence and Overcoming Customer Indecision with Nikhil Sarma

In this episode, Jack Cochran and Matthew James are joined by Nikhil Sarma, Founder of GTM Solutions Consulting, to explore why customer indecision has become one of the biggest challenges in enterprise sales. They discuss the factors driving buyer hesitation, how to diagnose value clarity vs. organizational issues, and practical strategies for helping customers build the confidence to move forward. Nikhil shares frameworks for understanding stakeholder dynamics, the importance of financial fluency for SEs, and why de-risking the implementation is often more important than the technology itself. Thank you to Storylane for sponsoring this episode. Get more information at

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Shaping Decision Confidence and Overcoming Customer Indecision with Nikhil Sarma is an episode from PreSales Podcast by PreSales Collective by Jack Cochran.

This episode is 31:52 long.

This episode was published on Jan 5, 2026.

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