I’ve been observing and reading other sales experts rail on about how the sales cycles are increasing in length, how hard it is to get an appointment with a real decision makers, and how no one is returning a sales person’s phone call these days. Is this true for you too?
Personally, I had seen these things impacting our sales results over the past four years – the Great Recession seemed to accelerate the trend.
Yet, I have noticed one factor that seems to be gaining strength in our world of impersonal attitudes being displaced by the corporate wizards of purchasing.