New research reveals that the average sales cycle in nearly all industries has shortened dramatically. Just a decade ago, closing a sale required an average of 5.6 personal interactions. Today, the decision to buy develops in a blistering 1.7 meetings. What’s more, many prospects reach their decision before the salesperson slams the car door shut in the parking lot. Continue reading
Buyers are now on the driver’s seat armed with a wealth information from the Internet. Fact is, new buyers aren’t raising their hands until they’re two-thirds or more through the sales cycle. They have new tools to find the information they need before they interact with salespeople.
Business revolutions are messy. Continue reading