Slowing Down Sales

The result is that organizations are opting for the classic management technique to to address this issue–slow things down, involve more people and look for consensus. In this scenario, the organization looks for mutual buy-in or consensus from the organization and that reduces the risk that the decision makers career is on the line.
— https://www.fourquadrant.com/consensus-buying-stalling-solution-selling-disrupting-go-to-market-strategy/

A recent MIT Sloan Management Review article argues the practice of solution selling is being replaced with outcome selling - "B2B companies need to focus on helping each customer achieve better outcomes.".

Whether slowing down the sales process or refocusing selling techniques, it seems there's one approach that remains true throughout change: building/maintaining relationships with your customers.

 

Wil A.