| Decreasing margins! Increasing cost of sales! Why is it taking so long to close the complex sale? Our sales cycle time keeps increasing, our closing percentages are dropping and we're experiencing intense financial pressure at the 11th hour. |
| Your sales team must communicate with all levels in the customer organization that are impacted by, or are responsible for, the results your solution brings. Capture the shifting sources of power and decision. When the complete cast of characters in the complex sale understands the cost of their problem, and the cost of indecision, the sales cycle time will decrease and your margins will increase. |