Why the traditional sales cycle is over — Chad Pulaski // Gryphon.ai

Chad Pulaski, VP of Strategic Opportunity at Gryphon.ai, talks about the disappearing traditional sales process. The sales cycle as we know it has completely changed and sales representatives are no longer running the show. In fact, buyers are now coming to the table with more knowledge of the product and the industry and product acquisition generally involves more than one buyer, making it a more complicated process for sales. Today, Chad discusses why the traditional sales cycle is over.
About the speaker

Chad Pulaski

Gryphon.ai

 - Gryphon.ai

Chad Pulaski is VP of Strategic Opportunity at Gryphon.ai

Show Notes

  • 02:26
    Disappearing control over the buyers journey
    Todays buyer is a lot more knowledgeable about the product before they get to the sales call. As a result, the buyers journey has changed and the focus is now on what theyre trying to accomplish and when theyre trying to accomplish it.
  • 03:47
    The traditional sales cycle
    The traditional sales cycle was primarily focused on product and industry knowledge that sales representatives would bring to the table. Furthermore, traditionally, not as many people were involved in terms of the buyers.
  • 05:05
    How the traditional sales cycle has changed
    The buying cycle used to be a predictable process for sellers in terms of forecasting. Now, the buying cycle goes beyond establishing rapport with the buyer, and the buyer is instead leading the cycles timeline.
  • 06:34
    Multiple stakeholder involvement in the buying cycle
    A sales cycle today involves more than just one buyer and involves getting buy-in from several other team members. So, it boils down to getting buy-in from all of the persons involved in the process.
  • 09:14
    Managing complexity in the sales cycle
    Instead of focusing solely on the persons who are higher up in the company, your best bet is to focus on the team as a whole. Ideally, you should find out whats most important to each team member.
  • 11:08
    What sales organizations should be focused on
    Ultimately, its about identifying the predictive indicators during conversations with prospects that indicate the sales reps ability to close. So, its about understanding what their sales cycle is, identifying and focusing on reasons for them to buy.
  • 13:31
    Why the buyer has control over the sales cycle nowadays
    Firstly, most buying committees comprise of six to seven different people. So, theres added competition and the difficulty of addressing everyones needs in relation to the product.
  • 15:26
    Challenges facing sales representatives
    One of the biggest things for sales reps to avoid is undervaluing the product that theyre providing to the market. Leaders should also ensure that theyre continually enhancing the product and industry knowledge of their sales reps.

Quotes

  • "If you go into any meeting today and take the traditional sales cycle where youre 100% in charge, youre going to take them to where…you're going to lose before you even start." - Chad Pulaski

  • "The sales cycle has completely changed. It's no longer just a salesperson's timeline. It's really adhering to the buyer's timeline." - Chad Pulaski

  • "We could say, when we meet a person and build rapport, it's usually 30-60 days to get through a contract…because I'm not the one leading that timeline." - Chad Pulaski

  • "One of the biggest things that you can do to increase your ability to close more opportunities, achieve higher quotas is to get away from that single thread." - Chad Pulaski

  • "Most buyers have six or seven different people that can do the same thing or go through the sales cycle." - Chad Pulaski

  • "To be a sales rep, you have to believe in your product in order to sell it. You never want to sell something that you yourself wouldn't want to use." - Chad Pulaski

  • "If you're not enhancing your sales reps skillset, product knowledge, or industry knowledge, all you're getting is a number. If they're making 60 worthless dials, what is the point of that?" - Chad Pulaski

About the speaker

Chad Pulaski

Gryphon.ai

 - Gryphon.ai

Chad Pulaski is VP of Strategic Opportunity at Gryphon.ai

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