News & Press Releases

Turbulent Skies: Why Customers Are Taking Longer to Make Buying Decisions... And What to Do About It

Tuesday, February 18, 2014 | Category :
    • In the News

The pace of change in today's selling environment has become so fast and so bumpy that customers can no longer rely on previous experiences to predict potential outcomes, and in response, they are staying put. BTS Sales Practice leaders Lou Schachter and Rick Cheatham were recently featured in Sales & Marketing Management. The co-authored piece, "Turbulent Skies", addresses the lengthening sales cycle and provides sales leaders with actionable insights to navigate the headwinds of this critical challenge.

"If your customers are tightly strapped into their seats, is there anything you can do? Yes." Read the full article here to learn the five ways sales leaders can adapt their approach, reduce the pain of uncertainty for clients, and accelerate the sales cycle.

Read the full white paper here.

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