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From Pony Rides to Rodeos

How Customer Change Can Cause A Decision Vortex And Make You Miss Your Sales Forecast

To meet the demands of an XY world, customers worldwide reengineer their buying processes, thus the idea of a circular, closed-loop cycle is losing its validity and usefulness.

Today, buying is much more like a bucking bronco rodeo event than the pony ride that traditional buying cycles suggest. So, what does that mean for salespeople?

Based on proprietary research and first-hand advisory experience, we explore the changes to the customer buying process, details the dynamics pulling customers into a “decision vortex”, and describes how salespeople can help customers move forward and meet their sales forecast.

"Helping a customer out of a decision vortex is at its heart a prioritization exercise. Customers are reevaluating the priority of competing initiatives and projects and purchases within each initiative. The salesperson needs to provide tools and insights to help them drive change in their organization."

Following your Customer’s Unpredictable Buying Process: Keys to Success

Customer priorities shift rapidly. Risk assessment is ever present. Evaluation of options never stops. Meeting your sales forecast in this environment demands:

  • Staying focused on what is best for the customer
  • Navigating the customer towards their destination
  • Rescuing the customer from decision traps
  • Connecting to multiple customer initiatives
  • Supporting customer stakeholders by reducing risk

To learn how to navigate through a customer decision vortex and make your sales forecast, fill out the form to receive the full White Paper.

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Explore today’s customer buying process, the dynamics pulling customers into a “decision vortex”, and how salespeople can move customers forward.

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Buying Cycles Today

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The customer buying process has gone from a circular loop to a wandering path. Reshaped by decision vortexes, today’s buying process can suddenly stall, be sent backwards, or forwards.

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