Articles tagged with: sales process
Why Your Sales Cycle is So Long (Hint: It’s Not About Your Solution)
Do you know why it takes so long for a buyer to buy? If the buyer knows they have a need, and they like you and your solution, shouldn’t it be easy?
Yes. It is easy. But not with the sales model alone.
THE JOB OF THE SALES MODEL: LIMITING THE PURCHASE CHOICE AND BUYING DECISIONS
The sales [...]
Sales Is The Problem: What Is The Solution?
Over the past year or so, it has become apparent that we are not getting the sales results we’re used to getting:
it’s taking 30% longer to close a sale than it used to;
additional decision makers seemingly appear from nowhere;
internal decision makers whom the prospects seek to include in their purchasing decision are either unfamiliar [...]
