Dan Tyre says, “In the modern era of sales, buying decisions don’t always travel in a direct line from interest to purchase. Instead, you should expect that a portion of your deals will encounter significant interruptions.

Why?

Many decisions are now made by committee. In fact, an average of 5.4 people are involved in every B2B purchasing decision, according to CEB. The more people involved in a purchase process, the more needs, priorities, and preferences need to be satisfied to reach a consensus. In addition, the greater the number of stakeholders, the more opportunities there are for any one of them to delay, stop, or take a detour from the process“.

3 Common Interruptions in the Sales Process (and How to Keep Them From Killing Your Deal)

HubSpot

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