80% of your prospects will buy a solution similar to yours within 2 years of your connection, but not from you; your relationship-building, price breaks, marketing campaigns, etc. are irrelevant until they have their ducks in a row and are ready to bring in a solution. Indeed: the time it takes buyers to manage changes they’ll face from bringing in your solution is the length of the sales cycle. And you’re not helping them manage the change.We Close Only The Low Hanging Fruit. Do You Know Why? is a post from: SharonDrewMorgen.com
http://sharondrewmorgen.com/we-close-only-the-low-hanging-fruit-do-you-know-why/