Getting prospects to consider your proposition with any urgency

In a call with a client the other day he told me what his salespeople felt their largest problem was. Getting their prospects to consider their proposition with any urgency. The company could get face to face meetings with their prospects. They could differentiate themselves from the competition. They could even prove the cost-effectiveness of their solution over their rivals. But the purchase decision was always being put on the back burner. They just couldn’t get the check signed in any timely manner. And quarterly sales projections were routinely being missed as a consequence.

I seem to have heard this view several times in the past few years. People are only spending on quarter by quarter essentials. Perhaps just the one priority project, or a maintenance issue that is costing the organization money, reputation, or both. If a company’s proposition doesn’t fit one of those boxes, it’s become a very difficult sell.
When I see the current emphasis on vendors pursuing a content marketing approach, and seeing the subject of that typical content, it just doesn’t address what the sales teams clearly need it to address – what every day of delay is costing the buyer. In tangible and ideally financial terms. But then I wonder how many marketing depts. know the clients’ painpoints, let alone the cost of delay. It’s a pretty fundamental question.

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