Making a buying decision has never been more complicated. Your customers have access to an overwhelming amount of information - often inconsistent, and frequently false or incomplete. They seek consensus when making buying decisions - but have to somehow align a growing number of stakeholders with often conflicting priorities.
And they have to navigate an increasingly complex and non-linear buying journey that often twists and turns and is as capable of going sideways or backwards as it is going forwards in response to new information, new circumstances or the involvement of new members of the decision group.
Faced with this complexity, we shouldn’t be surprised that sales cycles are lengthening, that win rates are declining or that the most common outcome of even an apparently well qualified sales opportunity is for the customer to decide that their easiest path is to simply stick with the status quo, after all...Read More