01
The question
Which parts of your sales system create momentum — and which merely create motion?
02
What is changing
Complex buying groups expect relevance and proof long before they agree to a formal sales conversation.
03
Where to look
Examine the hand-offs, assumptions and incentives connecting strategy, marketing, business development and sales.
04
What to do next
Rebuild around the decisions buyers need to make, not the stages your internal process prefers.