- 2.5 years ago, the buyer group consisted of 5.4 stakeholders. Today, that number is 6.8 from 3.4 different functional areas. When you add heads into the buying process, there’s an expectation of a need to get consensus which, ironically, is the result of indecision due to more heads.
- Customers citing high amounts of dysfunction are 60% less likely to make an ambitious purchase (vs. lower dysfunction companies). This leads to customers buying very simple, bare minimum purchases to assuage the consensus.
- The average purchase decision takes 4.9 months while the average “no purchase” decision takes 4.7. There’s so much dysfunction that getting any type agreement (go or no-go) is virtually the same. No wonder prospects go radio silent before any feedback.
A few keys then arise from these thoughts. First, be prepared for the long haul and the difficulty of today’s sales. Second, nail the value prop as quick as possible with a very specific target group. Third, reduce the consensus. Get the sale. Expand later.