The middle of the pipeline can sometimes be an awkward purgatory – you’ve captured their interest, qualified, and are working the opportunity, but the prospect isn’t quite ready to make a decision. Perhaps they're evaluating alternative options and providers, or maybe they're pulling the team together for a consensus decision. This is a critical time to keep the momentum going.  So what’s an effective way to get them to the finish line? It often comes down to quality sales content and Collateral that can be shared to give you a strategic advantage.