What Changed Your Sales Cycle and Why?
Whew! I spent most of the last month writing, editing, and vetting this paper.
I wrote it after spending time with a batch of new clients last year. They each were perplexed by changes in their marketplace. These changes seemed obvious to me, but when I started looking for references to share with them, I found none.
The changes in the sales cycle of these firms seem ominous. However, I know the changes hold more opportunity than threat. Most sales leaders fear commoditization, and this change is scary when misunderstood as commoditization.
The clues these clients saw included:
- longer sales cycles
- complex RFPs
- larger contracts
- increased competition
Industry consolidation is another symptom that can accompany this shift in sales cycles.
The download is free, and the paper helps firms diagnose their situation.
I’m especially interested in any comments! Download paper in PDF format: What Changed Your Sales Cycle and Why?
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