Good News Touted For Problem Sales: New Client Demands Terrify Sales VPs

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Longer sales cycles and customers playing close to the chest make life scary for B2B salespeople. A free White Paper explains the symptoms of this shift in market and why it happens to good companies.

"Commodity pricing" is a phrase that sends shivers down the spines of Sales VPs. Like a scary threat, clients ask for detailed proposals and refuse to talk openly with sales people. And to make matters worse, the length of time it takes to close a deal has multiplied from a few years ago. Does all this mean we are doomed?

Laura Ricci says it isn't a horror flick, but a transition from consultative to complex sales. In a white paper just released, she explains the symptoms of the shift. Robert Foster, President of Equix Advisory Corporation said the paper is an "Outstanding piece of work."

What Changed Your Sales Cycle and Why?

The symptoms that make sales leaders quake are predictable steps in the transition from consultative to complex sales. Longer lead times, complex RFPs, expanded contracts, and stronger competition are all symptoms of the transition. Industry consolidation is another symptom that tends to appear with this transition. "This is right on, and explains a lot just in my own business," said Rick Beauregard, a consultant with The Beauregard Groupe, after reviewing the white paper.

"I found new clients seeking help who were perplexed by the new demands and worried that they were in danger of losing their market. I've tried to help them see this is as a shift with demands and opportunity, not a dark, one-way street," says Laura Ricci.

She outlines some of the skills needed for this transition. Her work with other industries prepared her to help new clients in industries now experiencing this shift. From this perspective she noticed the pattern, but found that no one had written about the phenomenon.

The white paper is titled, What Changed Yours Sales Cycle and Why? and is available free at her website:


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Laura Ricci