How has the evolution of customer expectations affected the enterprise sales cycle length for you all? Seeing more and more prospects, even at the enterprise level, that come to us with intent but that wouldn't talk to us 6 months ago. They are telling us they did the research but didn't want to engage with sales until they were "ready".

The buyer controls the timeline, not the salesperson.   If customer expectations mean that the buyer is exerting control over the sales process - I would agree that is fact.  Too many sales professionals try to force-fit their timeline and process rather than reverse engineer the prospect's process adding value through out.

I guess I would start by asking if you could explain "evolution of customer expectations" means in this question.