On July 29, 2026, RealDefense hosted the webinar, Getting Consumers Unstuck. If you couldn't make it live, or you want to revisit the key ideas, here's a quick recap along with the full recording below.
RealDefense's Chris Weltzien sat down with pricing expert Mark Stiving to unpack why interested consumers stall out, and what partners can do to move them across the finish line.
Sell the problem, not the features. Stiving calls the trap "product myopia." Buyers assign value based on the outcomes they expect, so work backwards from their problem to the result, and only then to features. In B2B, that result is concrete: incremental profit and the KPIs your buyer is judged on.
Know where you're losing people. Every purchase moves through notice, decide, and commit. Most deals die at commit, with 40 to 60% of B2B sales ending in no decision and roughly 70% of e-commerce carts abandoned.
Sell at the moment of need. Around 65% of PCs need optimization, but awareness is the bottleneck. Using telemetry to surface the problem when it's happening builds trust and creates the notice moment.
Watch the full session below to get Mark's frameworks in his own words, plus clear direction for converting more of the interest you're already generating.