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Outbound Squad
[Live Training] Discovery: How to shorten time to close in 2024
Feb 27, 2024
Explore the shift from linear sales process to milestone-based approach, understanding individual stakeholders, navigating projects and priorities, strategies for honest sales practices, preventing ghosting in deals, enhancing client understanding for successful deals.
56:54
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Quick takeaways
- Longer deal closures due to buyer hesitation
- Involving right stakeholders drives meaningful conversations
Deep dives
Importance of Addressing Changes in Buyer Behavior
Buyers are becoming more apprehensive and picky about purchases, leading to longer deal closure times. The increased buyer regret, approximately 56%, highlights the caution in purchasing decisions. Sellers may encounter challenges like more pilots, POCs, and instances of being ghosted due to buyer hesitancy. Understanding buyer behavior shifts and offering tailored solutions become crucial in navigating these changes.
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Discover
highlights
Listen to the best highlights from the podcasts you love and dive into the full episode