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57%of the purchase decision is complete before a customer even calls a supplier

What are you doing about it?

Customer Purchase Decision Timeline

Customer Due Diligence

Begins

Through this period customers have largely decided on their needs, leaving suppliers to compete on price

Customer's First Contact with

Supplier

Customer Purchase Decision

57% Complete

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In thinking about the length of your typical B2B sales cycle, in the last 3 years how would you say it has changed?

9%

Significantely Increased Significantely DecreasedSomewhatIncreased SomewhatdecreasedRemained the same

34% 33%

22%

2%

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100%

90%

80%

70%

60%

50%

40%

30%

20%

10%

0%

"They found us"20%

"We found them"80%

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"They found us"25%

Decision makers Contributors

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6KLIWRI3RZHUInformation Scarcity Information AbundanceSelf-education

Self-educationSales Engagement Sales Engagement

Sales Marketing

Only 2% of cold calls result in an appointment. Lesson: find a new way to reach decision-makers.

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20%

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Sales forecasts are not accurate

enough

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to sales

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