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Many technology and service providers struggle with long sales cycles as buyers delay decisions. Technology product marketers should use these approaches to help their sales teams understand and then accentuate, or potentially create, urgency to accelerate buying decisions.
Table of Contents
Customer-Acknowledged Urgency Has a High Probability of Action
Customer-Unrecognized Urgency Requires Commercial Insights
Legitimate TSP-Forced Urgency Requires Proactive Customer Care
Artificial TSP-Forced Urgency Is Risky Business
- Customer-Acknowledged Urgency Has a High Probability of Action
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