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Great post--I love challenging convention! I sell B2B, typcially $5k to $30k contracts, with a few larger ones each year. I know from experience, I often need (even at this relatively low price level) 5+ touches to close the sale. Keeping the first meeting short is a great idea--for myself and the clients. Thanks.


Good read Jennifer. I think this applies to low dollar investment more so though. If you look at multi-million dollar contracts and up, these executives have to invest more time and perform extensive due diligence. Many organizations have very defined processes for procurement of such large acquisitions requiring significant investment of time from the groups involved. I welcome your thoughts on some of my blog posts http://cognitiveseller.com

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