Chris Orlop

And so we peeled back the onion a little bit and we said, what's driving you to cry or crave that visibility?

And he said, we need to coach our reps on selling to power.

Now, here's a question for the group.

We need to coach our reps on selling to power.

Is that a problem or is that a solution?

It's a solution.

One of the best things you can do as somebody who sells software is

Is understanding is your customer using solution language when you ask about challenges or are they using problem language?

Many times they're going to be using solution language and you're going to have to peel back the onion.

So we did that here.

And we said basically the same question he answered with selling too low has led to nine month sales cycles.

Is that a problem?

Yeah, we're starting to get somewhere.

Now, at the risk of sounding interrogative and almost redundant, we said, bear with us.

We get why you would want to reduce your sales cycle, but there's probably a lot going on in your business, and you could be prioritizing a lot of different things.

So what's driving the focus there?

And now notice power took over the conversation.

She chimed in.

She said, nine months sales cycles are creating a cash flow issue with the company.

We have a typical net 60 after this nine months.