The average tech buying cycle spans over 17 months and 81% of buyers go on to express purchase regret. To improve the B2B tech buying experience product leaders must guide the tech buying teams toward a faster purchase while limiting the risk of becoming a regretful customer.
To support product leaders in accelerating sales cycle and reduce the risk of purchase regret, this research explores:
- The common contributors of delay in buying process
- Ways to expand sales discovery process
- Tech Buying Diagnostic Grid, a tool to calibrate messaging and enablement strategy