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Articles tagged with: solution placement

Why Your Sales Cycle is So Long (Hint: It’s Not About Your Solution)
Saturday, 1 Jun, 2013
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

Buying Decision Enablement: put the human side of decision making into the work flow
Monday, 16 Aug, 2010
Buying Decision Enablement: put the human side of decision making into the work flow

Sales enablement is the new new thing: technology is taking over a lot of the solution discovery and data-sharing parts of a seller’s job. Obviously, that leaves sellers either playing catch up – knowing only a portion of the data that buyers show up knowing – or being caught flatfooted to competitors with a bigger web footprint.
Indeed, too often now, buyers end […]