Paul offers four ideas to help you through that inevitable long sales cycle.

Show Notes

Adopt a small-wins approach. Small wins help you focus through a long cycle.

Timing is important. Show up early in the decision making process to get a seat at the table and show up often so you can spot those buying trigger events.

Throughout the sales cycle, identify pressure points that may establish urgency in the buyer’s process.

Groupthink is a thing. In a long, complex sales cycle, gain individual buy-in to leverage that Groupthink mentality.

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