I recently read a blog post on linked in shared by David Brock from Partners in Excellence. The post was titled the squishy buying cycle and did a good job of adding more understanding to the complex B2B buying cycle.
Many of the companies we speak with have well defined sales processes mapped to a buying process but tend to treat the squishy part in the same manner as the firm or linear parts. For example, they apply a percentage closed to each stage of the sales cycle they have defined but fail to take into account that the linear % closed numbers only apply accurately at the beginning and at the end. The middle, up to the paper work in progress stage, is squishy, as the article points out and does not behave the same and therefore cannot be measured accurately with a % closed number for quantification.
We have found that by embedding our MEDDIC solution qualification process into our client’s sales process, we can apply a common language for opportunity inspection to the squishy part of the cycle. Once the opportunity is moved into the paper work in progress stage, your are out of the squishy stage and can manage that with due diligence on the defined paperwork work and sign off process.
If you don’t have a common language in your sales organization for opportunity qualification during the squishy part of your prospects buying cycle, reach out to firstname.lastname@example.org. We can have a live discussion to see if we can help you.