Sales Cycle
Ali Niroo, founding partner of CNSG, said on a panel that the sales cycle is moving back to where it was pre-pandemic. Most importantly, customers’ sense of urgency has slowed down from its rapid state between March and August of 2020.
Niroo said the discovery session resembles its former self. However, customers are asking themselves different questions than before. For example, how much real estate do they plan to occupy when people go back into the office? How many locations do they need? Do they trust their employees with remote work?
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