Don't wait to define the buying journey. Present a mutual action plan (MAP) during the initial discovery call to establish yourself as a guide, set clear expectations, and anchor the deal timeline from the very start.
Beyond the company-level ROI, every stakeholder has a personal motivation. The IT manager wants to avoid risk; the HR director wants a promotion. Uncover and sell to these individual career goals and concerns to accelerate buy-in across the committee.
Many buyers are purchasing a specific solution for the first time. Sellers must act as consultants, providing a clear buying process map (a mutual action plan) to guide their champion and accelerate the deal, preventing stalls caused by uncertainty.
Sales cycles often lengthen not because of lost interest, but because your internal champion feels embarrassed to repeatedly ask you for information needed for other stakeholders. Proactive multi-threading and enablement prevents this friction and keeps the deal moving.
Sales cycles are lengthening because decisions now involve large committees (7-8 people) where no single individual wants to take the risk of making a bad choice. Sellers must navigate this group dynamic by building consensus and multi-threading effectively.
A high on-target earning reflects the value you're expected to bring as a strategic advisor. Stop behaving like a low-paid order-taker. Embrace the mindset of a high-value consultant to confidently guide the customer and take control of the sales process.