Today, up to 70% of the sales process is done before a buyer engages with a sales rep. It will hit the 80% mark by 2020.
Decision-making teams have grown to an average of 6.8, dropping the chances of purchase to 30% or less.
When you can’t clearly differentiate from your competition by answering “Why You, Why Now?”, you risk becoming a commodity in your buyer’s eyes. This is why over 50% of the Committed deals your pipeline do not move to closed won and CEO’s are getting roasted in the boardroom. This is what is keeping you up at night.
The Three Deadly C’s – Commoditization, Consensus Decision Making, and Compressed Selling time have disrupted the traditional paths to success and even the best and brightest organizations are not immune to the threat of irrelevancy. Never has there been a more meaningful time where the phrase “adapt or die” been more relevant.
As if the Three Deadly C’s weren’t enough to deal with on their own, they have created an ominous void between the demand building stage and closing your sale.