The sales cycle is getting longer. B2B buyers spend more time researching purchases, and they’re walking most of their decision journey alone, without the direct input of sellers.
So, what can sales organizations do to compress the sales cycle? How can sellers add value when buyers are more informed than ever?
The answer: Sellers are required to have a completely new set of competencies. Old-school strategies just don’t work anymore. Buyers are more informed and have higher expectations than ever before. Buyers are looking for informed consultants who can diagnose their challenges, understand their business and their market, and guide decision-making.
In the enclosed video, I talk through how top producers spend time on high-yield opportunities and create compelling buying events to shorten the sales cycle.
Selling with Sense of Urgency from Ryan Estis on Vimeo.
