Are companies taking longer to make buying decisions or does it come down to impatience on the part of the B2B sales person, in a hurry to reach their sales targets? It seems nowadays buying decisions are taking longer to make than in previous years. This slow purchasing process isn’t just happening at the enterprise level in large scale businesses, it’s extended right across the board.
Protracted buying is dramatically slowing the sales process. The flow-on effects of such time delays are causing blow-outs in the cost of sale for many … read more by subscribing.
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