With more decision makers on board, the cycle is typically at least 3 months and can sometimes even drag out for years. However, there are strategies companies can integrate to make the sales cycle more efficient and increase success rates.
In modern B2B sales, the amount of times a sales rep is actually talking with the customer is greatly reducing. Companies want to be provided information to help them discover, align, and select vendors.
Having a big team of decision makers is common place in sales. Here, we dive into possible issues with multiple decision makers and consensus and the best methods for overcoming these common challenges.
Economic uncertainty is an issue many senior sales executives of B2B companies are currently dealing with. But the most effective strategy to take involves understanding where the potential for revenue acceleration lies.